Lead Gen: A proposed replacement for BANT
markempa
SEPTEMBER 9, 2013
Lead qualification in a post-BANT world. The micro-yes decisions depend on the channel but the thought sequence of the customer is actually quite similar, for each channel: What’s obvious is that we want to qualify the companies who solicit us every bit as much as they want to qualify us. The “from” field might be a clue.
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