PowerMinute: How to Establish a Meaningful Lead Definition

Posted by Dan McDade

Find me on:
on Oct 8, 2013 9:20:00 AM

Lead Generation Featured Image

Lead CriteriaIf you are using BANT (Budget, Authority, Need, and Timeframe) to define a sales-ready lead, it’s time to STOP! BANT is an outdated methodology responsible for more lost opportunities than your CEO and CFO care to hear. Truth is, many companies buy solutions that have never been budgeted. Why? Because the value of the solution has not yet been realized by the buyer. Enterprise companies can’t assign authority for a purchase when the solution has not yet been imagined. One must also understand that today’s lower level contacts are doing the majority of the legwork of researching possible solutions because higher level decision makers don't have time. If you're ignoring these key lower level influencers based on their lack of authority you are doing your organization a real disservice.

Watch today's PowerMinute to learn how to establish a meaningful lead definition that matches today’s buy cycle. It’s time to get with the program!

 

 

PowerMinute™ is a series of 1 minute videos produced to give you helpful tips to energize your lead generation results.
 

By Dan McDade
 


Tell us what you think!

Topics: Sales Process, Lead Qualification, PowerMinute


Revenue - Inbound - Nurturing = The GAP. We guarantee you'll be surprised by your actual metrics. Try our Lead Revenue Calculator
Get the Calculator

filter blog posts

  • Search

Top 5 posts

How Much Leads Cost

I review a lot of content on this topic and am amazed at what I find written about lead cost. For example:

Why Don’t Companies Want to Talk to Anyone?

It’s truly strange when companies enter the stealth mode. They hide phone numbers, dial-by-name directories, and employee names,..

What Should the Sales Close Rate Be?

I’ve read and heard (from a well-known industry analyst firm) that best-in-class companies close 30% of sales qualified leads..

Gold Calling vs. Cold Calling

I've written many blog posts on the fact that cold calling isn't dead. In fact, doing the right amount of research, adding a..