article thumbnail

5 do’s & don’ts of B2B lead qualification

Biznology

Lead qualification is one of the primary jobs for B2B marketers, and a great deal of time and money is spent on this step of the sales cycle. As a result, my responses are rather curt (sorry callers) as I feel this is a waste of time. The more you demonstrate your knowledge about their company and industry, the more you will open them up to answer the qualification questions. There is no question that a speedy follow-up converts more inquiries to leads and sales.

article thumbnail

B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #2 Should Marketing and Sales Agree on the Definition of a Lead?

Pointclear

Asking the same questions and using the same processes, marketing continues to fail in the eyes of the salespeople. Per Bob Apollo , simple formulas such as “BANT (Budget, Authority, Need and Timeframe) are inadequate to reflect the dynamics of today’s complex buying process. While it is somewhat of an improvement, I feel the same way about ANUM (Authority, Need, Urgency and Money). Process for allocation of budget understood.

article thumbnail

5 Best practices of trade show lead qualification

Biznology

Following my last blog on lead qualification, I received some great comments and several questions as to whether lead qualification differs for trade show leads. Lead qualification is one of the primary jobs for B2B marketers, and a great deal of time and money is spent on this step of the sales cycle. How do we do this with limited time and resources? The first level targeting matrix is usually industry code (SIC or NAICS) and company size.