| | | Annuitas Group | |  Lead Qualification | 14 articles |
| Page 1 of 1 | Previous | Next | ANNUITAS GROUP AUGUST 28, 2012 Why BANT No Longer Applies for B2B Lead Qualification Fifteen years ago I worked for a B2B marketing agency that had an outbound call center focused on lead generation. We were quite successful in developing these programs for our clients and the leads were graded based on the answer to the BANT questions. If this is the case, one has to wonder why many organizations (especially sales people) still want to include BANT as part of their early stage lead qualification criteria? Here are a few reasons why BANT is not relevant for lead qualification: Traditional Buying is Dead. Lead Qualification | ANNUITAS GROUP SEPTEMBER 21, 2010  What’s Worth More? I’ve recently been involved in an ongoing online discussion regarding marketing automation, lead generation, and lead management (including lead nurturing). Neither help you get more fresh leads into your database – which is critical because most contact info expires at the rate of 20-30% per year”. Should it be on lead generation, or lead management? | | | | | |
| ANNUITAS GROUP AUGUST 28, 2012 Why BANT No Longer Applies for B2B Lead Qualification Fifteen years ago I worked for a B2B marketing agency that had an outbound call center focused on lead generation. We were quite successful in developing these programs for our clients and the leads were graded based on the answer to the BANT questions. If this is the case, one has to wonder why many organizations (especially sales people) still want to include BANT as part of their early stage lead qualification criteria? Here are a few reasons why BANT is not relevant for lead qualification: Traditional Buying is Dead. Lead Qualification | ANNUITAS GROUP AUGUST 30, 2011 Four Things to Consider Before You Buy Marketing Automation To have a successful marketing automation implementation start with this question and this question alone: “What does our lead management process look like and how can we automate it?” If you don’t have a solid lead management process in place than a marketing automation platform (MAP) will only automate a broken process. Instead reviewing your current lead management process, making improvements where they are needed, and finalizing a plan and map for the improved process will have two effects. Lead Management Process Marketing AutomationObtain Executive Buy-in. | ANNUITAS GROUP APRIL 26, 2011 Five Myths of Lead Management Lead management continues to be a hot topic in the world of B2B marketing as we turn the corner and head into the second half of 2010. As a leader in lead management process development, our firm has seen a lot of confusion in the market about what constitutes lead management. There is quite a bit of uncertainty on how companies should approach lead management and what it takes to achieve best practices. In addition to the confusion, we’ve also witnessed the emergence of many falsehoods about lead management. Lead Planning. Lead Routing. | ANNUITAS GROUP APRIL 4, 2012  Plugging The Leaks – Addressing The Early Stages of the Funnel However, to effectively make sure leads do not “leak out” of the funnel, a further look beyond these definitions must occur. Depending on how your lead qualification process is developed, this contact (assuming it is) is somewhere between an inquiry and MQL which begs the question, just what is it? What do you call the leads that are in this “funnel purgatory”? | | | | | | | |
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ANNUITAS GROUP | WEDNESDAY, DECEMBER 7, 2011 If It’s Too Good To Be True…
Just this past month, we’ve seen offers such as “guarantee of significant business impact in less than 60-days”; or “a detailed understanding of where you’re deficient in your automation strategy in less than 10-days”; or even “100% increase in qualified leads to sales”. There is more to B2B Marketing Than Lead Nurturing . Lead nurturing is getting quite a bit of attention from multiple vendors. Many vendors and consultants are developing “quick hit” programs focused on helping organizations develop and launch lead nurturing campaigns. defined lead routing process. MORE >> -
ANNUITAS GROUP | TUESDAY, AUGUST 23, 2011 The Results Are In…And They’re Not Pretty
61% of the respondents recognize lead leakage as a problem within their organizations. The impact is lost revenue : Approximately two-thirds of the respondents indicated that lead leakage (i.e., lost leads that are neither acted upon nor followed up on) exists within their organizations with a combined 6% quantifying an annual estimated revenue loss at between $500,000 and $5 million-plus. All I Need is Lead Scoring & Nurturing to Improve Engagement with my Buyer. Lead Planning. Lead Routing. Lead Nurturing. Content Blueprint. Metrics. MORE >> -
ANNUITAS GROUP | THURSDAY, MARCH 10, 2011 Defining Moments
To the contrary, marketing automation is a highly sophisticated set of rules and processes for lead scoring, nurturing and management that move prospects through the various stages of the marketing-sales funnel. He asked: “ What’s the difference between demand generation, lead management and marketing automation?” The end result of demand generation is leads. Leads are the “the top of the funnel” activity whereby inquiries are acquired and move into a “dialogue stage” with the organization. Lead Planning. Lead Routing. Lead Nurturing. MORE >> -
ANNUITAS GROUP | WEDNESDAY, JUNE 15, 2011 The Characteristics of Revenue Generating Companies
They focus on delivering highly qualified leads to sales (based on a common definition and lead qualification process), thus increasing sales effectiveness. Lead Planning Marketing Automation Metrics Sales and Marketing AlignmentIn the last year the aspect of revenue, as it relates to marketing departments, has taken center stage. Both Eloqua and Marketo are at the forefront of the Marketing Automation space discussing Revenue Performance Management. The Funnelholic. Or as David Brock has said: “Isn’t this the CEO’s job?”. The Customer is the Focal Point. MORE >> -
ANNUITAS GROUP | WEDNESDAY, NOVEMBER 10, 2010 Quality Matters – Analyzing the Effect of Quality on the Lead Handoff Process
Steve is a thought leader in the world of marketing automation and lead management and is also a prolific writer on topics related to demand generation and the current transitions within the marketing profession. By now, there’s a general acceptance among most B2B marketing practitioners that a lead should be scored to determine its level of qualification. At a predetermined score, a lead can be called a Marketing Qualified Lead and handed off to sales, and below that level, the lead should be continued to be nurtured. MORE >>
- What Do You Need for Successful Nurturing? ANNUITAS GROUP | WEDNESDAY, OCTOBER 6, 2010
- Apples and Oranges ANNUITAS GROUP | THURSDAY, AUGUST 19, 2010
- Three Things You Can Learn from the Process of Planning and Nurturing ANNUITAS GROUP | THURSDAY, OCTOBER 28, 2010
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