5 do’s & don’ts of B2B lead qualification
JULY 31, 2015
The first level targeting matrix is industry code (SIC or NAICS) and company size. One of the failures of BANT (yes I was at IBM) was attempting to answer the four qualification criteria during the first contact. If you are using BANT or a variation of this lead scoring model, don’t attempt to determine the answers to these questions too quickly.