Biznology

JULY 31, 2015

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.

Lead Qualification 156

Lead Qualification Leads Lead Telemarketing 156

Pointclear

DECEMBER 14, 2016

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.

PointClear 48

PointClear SIC Marketing & Strategy Urgency 48

Biznology

AUGUST 19, 2015

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.

Trade Show 158

Trade Show Lead Qualification Trade Best Practice 158