Lead Gen: A proposed replacement for BANT

B2B Lead Generation

I suspect marketers do so because they have heard about “BANT qualified leads” and apply these criteria to Web forms. For the uninitiated, BANT is an acronym: B = Budget. It’s time to move BANT methodology into retirement. As I wrote in my previous B2B Lead Roundtable Blog post , BANT is not feasible without someone having a conversation with a prospect. So, even if Marketing owns an inside sales operation, asking the reps to use BANT criteria is misguided.

BANT 214

Marketing 101: How to get started in lead generation

B2B Lead Generation

Keep in mind, there is an implicit trade-off here. B2B Marketing: Why Marketing shouldn’t promise BANT qualified leads for Sales. Lead Gen: A proposed replacement for BANT. Tweet I was recently reading your blog “ Lead Generation: Who knows the customer better – Marketing or Sales? “ on b2bleadblog.com. It’s been really fascinating to me to try and figure all this sales and qualifying a lead thing out.

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Strategies for CRM Opportunities

GreenRope

A common method for judging lead quality is using the BANT method, which looks at each lead's: - B udget (can they afford what you are selling?). - Defining the source can be as precise as you like, but generally speaking, you want to look at major categories, such as "trade show", "networking event", "referral", or "online advertising campaign." Writing proposal. Proposal evaluation.

CRM 40

Strategies for CRM Opportunities

GreenRope

A common method for judging lead quality is using the BANT method, which looks at each lead's: - B udget (can they afford what you are selling?). - Defining the source can be as precise as you like, but generally speaking, you want to look at major categories, such as "trade show", "networking event", "referral", or "online advertising campaign." Writing proposal. Proposal evaluation.

CRM 40

Strategies for CRM Opportunities

GreenRope

A common method for judging lead quality is using the BANT method, which looks at each lead's: - B udget (can they afford what you are selling?). - Defining the source can be as precise as you like, but generally speaking, you want to look at major categories, such as "trade show", "networking event", "referral", or "online advertising campaign." Writing proposal. Proposal evaluation.

CRM 40

Strategies for CRM Opportunities

GreenRope

A common method for judging lead quality is using the BANT method, which looks at each lead's: - B udget (can they afford what you are selling?). - Defining the source can be as precise as you like, but generally speaking, you want to look at major categories, such as "trade show", "networking event", "referral", or "online advertising campaign." Writing proposal. Proposal evaluation.

CRM 40

Strategies for CRM Opportunities

GreenRope

A common method for judging lead quality is using the BANT method, which looks at each lead's: - B udget (can they afford what you are selling?). - Defining the source can be as precise as you like, but generally speaking, you want to look at major categories, such as "trade show", "networking event", "referral", or "online advertising campaign." Writing proposal. Proposal evaluation.

CRM 40

Strategies for CRM Opportunities

GreenRope

A common method for judging lead quality is using the BANT method, which looks at each lead's: - B udget (can they afford what you are selling?). - Defining the source can be as precise as you like, but generally speaking, you want to look at major categories, such as "trade show", "networking event", "referral", or "online advertising campaign." Writing proposal. Proposal evaluation.

CRM 40

Strategies for CRM Opportunities

GreenRope

A common method for judging lead quality is using the BANT method, which looks at each lead's: - B udget (can they afford what you are selling?). - Defining the source can be as precise as you like, but generally speaking, you want to look at major categories, such as "trade show", "networking event", "referral", or "online advertising campaign." Writing proposal. Proposal evaluation.

CRM 40

Strategies for CRM Opportunities

GreenRope

A common method for judging lead quality is using the BANT method, which looks at each lead's: - B udget (can they afford what you are selling?). - Defining the source can be as precise as you like, but generally speaking, you want to look at major categories, such as "trade show", "networking event", "referral", or "online advertising campaign." Writing proposal. Proposal evaluation.

CRM 40

Strategies for CRM Opportunities

GreenRope

A common method for judging lead quality is using the BANT method, which looks at each lead's: - B udget (can they afford what you are selling?). - Defining the source can be as precise as you like, but generally speaking, you want to look at major categories, such as "trade show", "networking event", "referral", or "online advertising campaign." Writing proposal. Proposal evaluation.

CRM 40

Strategies for CRM Opportunities

GreenRope

A common method for judging lead quality is using the BANT method, which looks at each lead's: - B udget (can they afford what you are selling?). - Defining the source can be as precise as you like, but generally speaking, you want to look at major categories, such as "trade show", "networking event", "referral", or "online advertising campaign." Writing proposal. Proposal evaluation.

CRM 40

Strategies for CRM Opportunities

GreenRope

A common method for judging lead quality is using the BANT method, which looks at each lead's: - B udget (can they afford what you are selling?). - Defining the source can be as precise as you like, but generally speaking, you want to look at major categories, such as "trade show", "networking event", "referral", or "online advertising campaign." Writing proposal. Proposal evaluation.

CRM 40

Strategies for CRM Opportunities

GreenRope

A common method for judging lead quality is using the BANT method, which looks at each lead's: - B udget (can they afford what you are selling?). - Defining the source can be as precise as you like, but generally speaking, you want to look at major categories, such as "trade show", "networking event", "referral", or "online advertising campaign." Writing proposal. Proposal evaluation.

CRM 40

Strategies for CRM Opportunities

GreenRope

A common method for judging lead quality is using the BANT method, which looks at each lead's: - B udget (can they afford what you are selling?). - Defining the source can be as precise as you like, but generally speaking, you want to look at major categories, such as "trade show", "networking event", "referral", or "online advertising campaign." Writing proposal. Proposal evaluation.

CRM 40

Strategies for CRM Opportunities

GreenRope

A common method for judging lead quality is using the BANT method, which looks at each lead's: - B udget (can they afford what you are selling?). - Defining the source can be as precise as you like, but generally speaking, you want to look at major categories, such as "trade show", "networking event", "referral", or "online advertising campaign." Writing proposal. Proposal evaluation.

CRM 40

Strategies for CRM Opportunities

GreenRope

A common method for judging lead quality is using the BANT method, which looks at each lead's: - B udget (can they afford what you are selling?). - Defining the source can be as precise as you like, but generally speaking, you want to look at major categories, such as "trade show", "networking event", "referral", or "online advertising campaign." Writing proposal. Proposal evaluation.

CRM 40

Strategies for CRM Opportunities

GreenRope

A common method for judging lead quality is using the BANT method, which looks at each lead's: - B udget (can they afford what you are selling?). - Defining the source can be as precise as you like, but generally speaking, you want to look at major categories, such as "trade show", "networking event", "referral", or "online advertising campaign." Writing proposal. Proposal evaluation.

CRM 40

Strategies for CRM Opportunities

GreenRope

A common method for judging lead quality is using the BANT method, which looks at each lead's: - B udget (can they afford what you are selling?). - Defining the source can be as precise as you like, but generally speaking, you want to look at major categories, such as "trade show", "networking event", "referral", or "online advertising campaign." Writing proposal. Proposal evaluation.

CRM 40

Strategies for CRM Opportunities

GreenRope

A common method for judging lead quality is using the BANT method, which looks at each lead's: - B udget (can they afford what you are selling?). - Defining the source can be as precise as you like, but generally speaking, you want to look at major categories, such as "trade show", "networking event", "referral", or "online advertising campaign." Writing proposal. Proposal evaluation.

CRM 40

Strategies for CRM Opportunities

GreenRope

A common method for judging lead quality is using the BANT method, which looks at each lead's: - B udget (can they afford what you are selling?). - Defining the source can be as precise as you like, but generally speaking, you want to look at major categories, such as "trade show", "networking event", "referral", or "online advertising campaign." Writing proposal. Proposal evaluation.

CRM 40

Strategies for CRM Opportunities

GreenRope

A common method for judging lead quality is using the BANT method, which looks at each lead's: - B udget (can they afford what you are selling?). - Defining the source can be as precise as you like, but generally speaking, you want to look at major categories, such as "trade show", "networking event", "referral", or "online advertising campaign." Writing proposal. Proposal evaluation.

CRM 40

Strategies for CRM Opportunities

GreenRope

A common method for judging lead quality is using the BANT method, which looks at each lead's: - B udget (can they afford what you are selling?). - Defining the source can be as precise as you like, but generally speaking, you want to look at major categories, such as "trade show", "networking event", "referral", or "online advertising campaign." Writing proposal. Proposal evaluation.

CRM 40

Strategies for CRM Opportunities

GreenRope

A common method for judging lead quality is using the BANT method, which looks at each lead's: - B udget (can they afford what you are selling?). - Defining the source can be as precise as you like, but generally speaking, you want to look at major categories, such as "trade show", "networking event", "referral", or "online advertising campaign." Writing proposal. Proposal evaluation.

CRM 40

Strategies for CRM Opportunities

GreenRope

A common method for judging lead quality is using the BANT method, which looks at each lead's: - B udget (can they afford what you are selling?). - Defining the source can be as precise as you like, but generally speaking, you want to look at major categories, such as "trade show", "networking event", "referral", or "online advertising campaign." Writing proposal. Proposal evaluation.

CRM 40

Strategies for CRM Opportunities

GreenRope

A common method for judging lead quality is using the BANT method, which looks at each lead's: - B udget (can they afford what you are selling?). - Defining the source can be as precise as you like, but generally speaking, you want to look at major categories, such as "trade show", "networking event", "referral", or "online advertising campaign." Writing proposal. Proposal evaluation.

CRM 40

Strategies for CRM Opportunities

GreenRope

A common method for judging lead quality is using the BANT method, which looks at each lead's: - B udget (can they afford what you are selling?). - Defining the source can be as precise as you like, but generally speaking, you want to look at major categories, such as "trade show", "networking event", "referral", or "online advertising campaign." Writing proposal. Proposal evaluation.

CRM 40

Strategies for CRM Opportunities

GreenRope

A common method for judging lead quality is using the BANT method, which looks at each lead's: - B udget (can they afford what you are selling?). - Defining the source can be as precise as you like, but generally speaking, you want to look at major categories, such as "trade show", "networking event", "referral", or "online advertising campaign." Writing proposal. Proposal evaluation.

CRM 40

Strategies for CRM Opportunities

GreenRope

A common method for judging lead quality is using the BANT method, which looks at each lead's: - B udget (can they afford what you are selling?). - Defining the source can be as precise as you like, but generally speaking, you want to look at major categories, such as "trade show", "networking event", "referral", or "online advertising campaign." Writing proposal. Proposal evaluation.

CRM 40

PowerViews with James Obermayer: Lead Management & Integrated Direct Marketing

Pointclear

Research indicates that prospects are completing 70% of the decision making process before they want to talk to a salesperson, but information sources for this self-education still needs to include direct mail pieces, emails and trade show participation. Take another look at trade show attendees as leads from trade shows still take fewer touches to close. Use BANT qualifiers. If you have outside salespeople, always deliver a proposal in person.