Lead Gen: A proposed replacement for BANT

B2B Lead Generation

Tweet According to the MarketingSherpa 2012 Lead Generation Benchmark Report , 24% of marketers ask a timeline-to-purchase question on their lead capture forms. Q: Please select the most important fields that you need to collect from your leads on the lead generation form.

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How to Blow $100,000 on a Lead Generation Campaign

ViewPoint

No matter what he did, no matter how he spent the company’s money, the CRO would complain about lead quality (and quantity). Marketing was convinced that sales never effectively followed-up on any leads. What is a Lead? These “leads” ended up in a black hole—with $100,000 wasted.

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Lead Qualification; Does PANDA Outstrip BANT in the Long Run?

Inbox Insight

52% of marketers say they provide salespeople with their best quality leads, while salespeople rank marketing-sourced leads last. Commonly, BANT qualification methodology has been used by sales to define what constitutes a ‘quality’ lead. This leads us on nicely to….

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B2B Marketing: Why Marketing shouldn’t promise BANT qualified leads for Sales

B2B Lead Generation

Tweet Many marketers use a model for lead qualification based on these four key characteristics: B = Budget. The approach is dubbed BANT. Let’s start by creating a common language for lead qualification that makes more sense than BANT. With all due respect to Ardath, I have interviewed hundreds of elite salespeople and have rarely heard any of them demand BANT criteria. Their critiques of marketing leads are much more fundamental. Moving beyond BANT.

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Time to Refresh your B2B Lead Generation Strategy?

Inbox Insight

While brand building activities are taking a hit, trends show that lead generation is not only back but high on the B2B marketing agenda. This article looks at how to evolve your lead generation strategy in order to adapt to the new market conditions and gain competitive advantage.

B2B Lead Generation: The Best of PowerViews

ViewPoint

Over the past few months I have had the pleasure of interviewing nineteen influential B2B sales and marketing leaders to discuss their views in areas like traditional and new media strategies, current and future trends, B2B lead generation, and sales lead management.

How to Improve Marketing Qualified Lead Routing Results

B2B Lead Blog

In this post, I’m going to share seven tips to help you improve lead routing for more sales. Have you intentionally managed and optimized your marketing qualified lead routing and assignment process? Developed a universal lead definition which influenced how they score.

The A-Z Guide to B2B Lead Generation

NuSpark

I thought I’d have fun with this post and attempt to explain key principles of lead generation and inbound marketing in an A-Z glossary format. All activity of the lead generation process needs to be measured via a robust analytics program. Specific dashboards exist to manage each step of the funnel; from prospect attraction to conversion to lead close. D- Demand Generation. L- Lead Nurturing.

These Updated Takes on B2B Lead Generation Strategies May Surprise You

ViewPoint

Many thanks to Stone Payton and Todd Schnick, hosts extraordinaire of High Velocity Radio, for the interview on my new book, The Truth About Leads. The B2B lead generation and sales lead management strategies we discussed included… Shifting from a full BANT approach to focus on two areas: authority and discovering need.

Unpack Your Sales Funnel

Marketing Action

This is one of the places where technology helps; you can get some visibility (such as website visitor tracking ) into where a lead is in a cycle ( lead scoring is a great indicator), and have an idea about how to address them based on their interests.

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How to Reduce the Cost of a B2B Lead

LEADership

Rising costs of lead generation, increasing competition and a rapidly growing population of buyers that function almost like intense research organizations—these are the factors we are up against in the B2B world. There are a variety of tools out there to calculate cost per lead.

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The Real Value of Content Marketing for Industrial Companies

Industrial Marketing Today

Upper management and key decision makers are skeptical about inbound marketing with content being able to generate qualified leads and set the table for sales. I am also convinced that these executives really want sales opportunities and not more of marketing qualified leads (MQLs). Read my post, “Manufacturers Need Lead Management to Close the RFQ Gap.”.

All Real Salespeople Love Sales Leads (but there is a tiny caveat)

ViewPoint

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. All real salespeople love sales leads and don’t ever believe anyone who tells you differently. The argument comes when salespeople define a lead. Until SalesForce came along and called every raw name in the database a lead, most of us thought—there are inquiries and there are leads.

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The New Revenue Engine: Drive Predictable Revenue by Managing Your Revenue Machine

Marketo

Sales reps did their own prospecting and generated 70% or more of their own opportunities – and as a result, marketing was seen as a cost-center whose budget does not go up when revenue targets go up. Lead nurturing. Lead scoring. Lead qualification.

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2013 Year in Review: Top 6 focus areas for B2B marketers this year

B2B Lead Generation

Tweet As the holiday season quickly approaches an end, and marketers prepare to make 2014 their best year yet, we pulled together the top blog posts on the B2B Lead Roundtable Blog to share the most popular topics, chosen by marketers just like you. Use social media to generate leads and connect with prospects. This post was the most tweeted B2B Lead Roundtable Blog post in 2013 with, at the time of this writing, 199 shares. Capitalizing on email for lead gen.

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Mega-List of Features in Marketing Automation (That You Won’t Find in CRM)

Marketo

Salesforce recently rebranded their social marketing application as the Marketing Cloud, and their website says you can use their solutions to “optimize campaigns from lead to close, on every channel”. Track opportunities and pipeline, manage contact and account information.

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