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| 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 QualificationBuyers Lie. | ANNUITAS GROUP MAY 8, 2012 Why Lead Generation is Irrelevant According to a 2011 study by MarketingSherpa , 74% of B2B marketers stated that their biggest challenge was generating high quality leads. The next biggest challenge was a distant second: 49% cited “generating a high volume of leads”. One of the reasons that generating high quality leads continues to present itself as the top challenge (it took #1 honors in 2010 as well) is that marketers are focusing on the wrong thing – lead generation. However, lead generation is irrelevant in today’s b2b marketing climate. The days of B2B lead generation are over. | | | | | |
| ANNUITAS GROUP MARCH 12, 2012 In Defense of the Funnel However organizations must be careful to not throw the baby out with the bath water, as there is still an internal operational component to managing leads and sales that cannot become overly burdensome or complex. Lead Management Process Lead PlanningThe last 12-18 months have proved to be a rough time for the proverbial “sales funnel”. At the 2011, DemandCon conference, Forrester analyst Jeff Ernst declared in his keynote that “the funnel is dead.” Needless to say this was fuel for quite a bit of conversation in the days that followed. The point here is well taken. | ANNUITAS GROUP APRIL 11, 2011  The B2B Sales Role in the New Buying Process Interestingly enough, Jill traditionally is at the top of the company leading the way in sales. I recently had the opportunity to attend the Sales 2.0 Conference in San Francisco and I’m glad I did. The conference was full of great content and information on the state and the future of B2B Sales. The B2B buyer is truly driving the buying process taking control out of the hands of sellers. | ANNUITAS GROUP FEBRUARY 9, 2012 Interview with Ardath Albee, CEO of Marketing Interactions There needs to be a certain synergy to the lead management process from inquiry through purchase (and beyond). We recently had the opportunity to catch-up with our good friend and B2B Marketing Strategist, Ardath Albee. Ardath is CEO of her firm, Marketing Interactions , Inc and has over 25 years of business management and marketing experience. She specializes in helping companies with complex sales utilize eMarketing strategies to generate more and better sales opportunities. You can follow Ardath on Twitter at @Ardath421. Albee: I think storytelling is hugely important. Albee: 1. | 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. | | | | | | | |
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ANNUITAS GROUP | TUESDAY, 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). During the course of this dialogue one of the participants made the following statement: “I guess I would add that neither lead nurturing nor marketing automation solves the core problem that most marketers actually have – getting more new leads. 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”. MORE >> -
ANNUITAS GROUP | TUESDAY, 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. MORE >> -
ANNUITAS GROUP | MONDAY, JANUARY 14, 2013  Marketers Need to Adjust Their Focus
What if there is more that an organization needs to do in order to be better prepared to develop a Lead to Revenue approach within their organization? In looking at the figure below demonstrates that in order to develop a Demand Process Architecture and in so doing Engage, Nurture and Convert your buyers, that the organizational focus needs to start with the buyer, followed by the operational lead management process, marketing and sales alignment and then supported by or enabled by technology. DEMAND PROCESS ARCHITECTURE. Fournasie Marketing Group. MORE >> -
ANNUITAS GROUP | TUESDAY, NOVEMBER 6, 2012  Responding to the Buyers Purchase Path
A few weeks ago I was leading a workshop on Lead Nurturing, which included the concept of buyer personas and defining the buying path for each individual persona. Lead NurturingOne attendee asked, “Why would you need separate buying journeys? Don’t you need to define one buyer’s journey for the persona and just align the content to that?” Before I could respond, another attendee chimed in and said, “That’s a great question and it’s something that we have been discussing internally.”. It is a great question! He was in fact active at the beginning of the buying cycle. MORE >> -
ANNUITAS GROUP | TUESDAY, JUNE 5, 2012 A Strategic Approach to “Selling” Marketing Automation Internally
A few weeks ago, I spoke with a marketing manager who was very excited about his plans to implement a lead management process and an enabling marketing automation (MA) solution at his company. We met, devised a plan and agreed to a timeline to begin the engagement. Two weeks later I received a phone call from him telling me his plans needed to be put on hold. The reason? The executive team decided to focus their attention and budget on other “strategic” initiatives. Unfortunately for many middle management marketers, this is a common occurrence. Discuss, don’t present. MORE >>
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- An Interview with Jonathan Block from SiriusDecisions ANNUITAS GROUP | WEDNESDAY, FEBRUARY 16, 2011
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- Four Strategies for Transforming your Demand Process ANNUITAS GROUP | TUESDAY, FEBRUARY 12, 2013
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- Don’t Blame Me! ANNUITAS GROUP | WEDNESDAY, MARCH 21, 2012
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- The New Alliance Between Sales and Marketing – SiriusDecisions 2011 Recap ANNUITAS GROUP | TUESDAY, MAY 10, 2011
- The How’s of Data Segmentation ANNUITAS GROUP | TUESDAY, APRIL 30, 2013
- Five New Year’s Resolutions for the CMO ANNUITAS GROUP | THURSDAY, DECEMBER 22, 2011
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- The Benefits of Data Management ANNUITAS GROUP | TUESDAY, FEBRUARY 1, 2011
- Ten Ways the C-Level can Positively Impact Marketing and Sales (Part Two of Two) ANNUITAS GROUP | TUESDAY, NOVEMBER 15, 2011
- An Interview of Steve Gershik of 28Marketing ANNUITAS GROUP | MONDAY, JANUARY 10, 2011
- Why BANT No Longer Applies for B2B Lead Qualification ANNUITAS GROUP | TUESDAY, AUGUST 28, 2012
- Interview with Adam Blitzer, Co-founder and COO, Pardot ANNUITAS GROUP | TUESDAY, AUGUST 9, 2011
- Automation and The Sales Funnel #marketingautomation ANNUITAS GROUP | WEDNESDAY, MAY 4, 2011
- Software Advice Whiteboard Session with The Annuitas Group – Demand Generation Vs. Lead Management ANNUITAS GROUP | TUESDAY, DECEMBER 13, 2011
- Removing The Barriers ANNUITAS GROUP | WEDNESDAY, OCTOBER 12, 2011
- The Results Are In…And They’re Not Pretty ANNUITAS GROUP | TUESDAY, AUGUST 23, 2011
- Marketers…We Still Have Work to Do ANNUITAS GROUP | WEDNESDAY, JANUARY 23, 2013
- Defining Moments ANNUITAS GROUP | THURSDAY, MARCH 10, 2011
- The Characteristics of Revenue Generating Companies ANNUITAS GROUP | WEDNESDAY, JUNE 15, 2011
- Don’t Limit Your Nurturing ANNUITAS GROUP | MONDAY, FEBRUARY 28, 2011
- Missing the Mark ANNUITAS GROUP | THURSDAY, JULY 28, 2011
- A Strategic Approach to “Selling” Marketing Automation Internally ANNUITAS GROUP | TUESDAY, JUNE 5, 2012
- A B2B Perspective of Dreamforce ANNUITAS GROUP | FRIDAY, SEPTEMBER 9, 2011
- Software Advice Whiteboard Session with The Annuitas Group – Demand Generation Vs. Lead Management (Part Two) ANNUITAS GROUP | WEDNESDAY, DECEMBER 21, 2011
- What Do You Need for Successful Nurturing? ANNUITAS GROUP | WEDNESDAY, OCTOBER 6, 2010
- Why We Are Vendor Neutral ANNUITAS GROUP | MONDAY, DECEMBER 6, 2010
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- Marketing Automation Software Guide: Executive Series Interview with Carlos Hidalgo ANNUITAS GROUP | WEDNESDAY, JANUARY 19, 2011
- Quality Matters – Analyzing the Effect of Quality on the Lead Handoff Process ANNUITAS GROUP | WEDNESDAY, NOVEMBER 10, 2010
- Metrics That Matter ANNUITAS GROUP | MONDAY, APRIL 1, 2013
- Lead Gen is Overrated – Q&A with Carlos Hidalgo ANNUITAS GROUP | WEDNESDAY, APRIL 3, 2013
- The Future is NOW for B2B ANNUITAS GROUP | TUESDAY, FEBRUARY 26, 2013
- Not All Advice is the Right Advice ANNUITAS GROUP | WEDNESDAY, MAY 16, 2012
- 9 Things Marketers Need from Marketing Automation Vendors and Consultants – Part 1 ANNUITAS GROUP | MONDAY, JUNE 18, 2012
- 9 Things Marketers Need from Marketing Automation Vendors and Consultants – Part 2 ANNUITAS GROUP | THURSDAY, JUNE 28, 2012
- The Sales Perspective – An Interview with Jill Rowley of Eloqua ANNUITAS GROUP | TUESDAY, JULY 17, 2012
- Are You Known for Your Hustle? ANNUITAS GROUP | WEDNESDAY, AUGUST 1, 2012
- Who is Marketing’s Customer? ANNUITAS GROUP | TUESDAY, AUGUST 14, 2012
- Account Based Marketing – An Interview with Jennifer Pockell-Wilson of Demandbase ANNUITAS GROUP | TUESDAY, SEPTEMBER 18, 2012
- Hubspot Marketing Metric Workshop Series – Steps for Benchmarking Leads & Increasing Volume of Qualified Leads ANNUITAS GROUP | MONDAY, AUGUST 8, 2011
- Webinar: Getting More Revenue from Marketing Automation by Developing Lead Management ANNUITAS GROUP | THURSDAY, AUGUST 11, 2011
- MarketingProfs Blog – Lessons from Bono ANNUITAS GROUP | FRIDAY, AUGUST 26, 2011
- The Annuitas Group and Harte-Hanks Announce Strategic Alliance ANNUITAS GROUP | TUESDAY, AUGUST 30, 2011
- The Annuitas Group Client Increases Closed Conversions by 43% & Revenues by 25% ANNUITAS GROUP | THURSDAY, JULY 7, 2011
- Apples and Oranges ANNUITAS GROUP | THURSDAY, AUGUST 19, 2010
- 5 Reasons Why Marketing and Sales Technology Just Won’t Work ANNUITAS GROUP | TUESDAY, SEPTEMBER 7, 2010
- An Interview with Andrew Gaffney – Editor-in-Chief of Demand Gen Report ANNUITAS GROUP | SUNDAY, OCTOBER 17, 2010
- Three Things You Can Learn from the Process of Planning and Nurturing ANNUITAS GROUP | THURSDAY, OCTOBER 28, 2010
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