How to Refine Your Sales Methodology

Posted by Dan McDade

Find me on:
on Nov 17, 2016 12:16:57 PM

Lead Generation Featured Image

Refining Your Sales Methodolgy

Bob Apollo from Inflexion-Point Strategy Partners recently sent me three whitepapers to review and comment on. I thought all three were excellent, but due to my background in, and passion about, lead qualification, that was the one topic that really stood out.

Bob’s view: Traditional lead qualification, such as the over simplified BANT criteria (Budget, Authority, Need and Timeframe) are inadequate to reflect the dynamics of today’s complex buying process. If your ultimate goal is to identify well-qualified opportunities where your solution stands an excellent chance of being selected by your prospect if you implement a thoughtful and effective sales strategy, then a more sophisticated qualification process is called for.

I recommend using ADOPTED as a highly refined methodology to guide the qualification process in today’s complex B2B sales environments.

ADOPTED stands for:

  • Authority
  • Decision Criteria
  • Options
  • Priority
  • Timing
  • Economics
  • Decision Process

For the details, here is a direct link (no gates) to the whitepaper. I think you will enjoy it. And, if you want to talk about why you should not use BANT or ANUM to qualify leads, let me know (dan.mcdade@pointclear.com) or ask a question and I will respond promptly.

Thank you!

 


Tell us what you think!

Topics: Lead Generation, Lead Qualification


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..