Guest Post: Yikes! We have met the enemy and it is us!
Jonathan Farrington
NOVEMBER 2, 2012
I think this fact is a major reason why senior executives do the Linda Blair head spin (from the 1973 horror film, “The Exorcist” for those too young to have seen it). While BANT may sound like a great way to qualify leads, the reality is that if you wait until 70% of the buying process is completed before you engage a prospect—you’re toast.
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