Pointclear

APRIL 23, 2013

This article was originally published by Bob Apollo on his blog Accelerating Revenue Growth: the Inflexion-Point Blog. Changing B2B buyer behavior patterns mean that relying on the traditional BANT (Budget, Authority, Need and Timeframe) qualification approach isn’t going to improve the situation. BANT Won’t Help.

Sales Forecasts 191

Sales Forecasts Forecasting Guidelines B2B 191

Pointclear

DECEMBER 14, 2016

Per Bob Apollo , simple formulas such as “BANT (Budget, Authority, Need and Timeframe) are inadequate to reflect the dynamics of today’s complex buying process. While it is somewhat of an improvement, I feel the same way about ANUM (Authority, Need, Urgency and Money).

Account Based Marketing 100

Account Based Marketing Sales Qualified Lead Marketing Decision Maker 100

Sales Training Connection

FEBRUARY 20, 2012

This nightmare was well analyzed in an article we recently came across by Bob Apollo. The author noted: “in today’s risk-averse environment when you are selling a major solution you – need to conduct two sales: the first involves persuading the prospect that they cannot afford not to address the issue.

Decision Maker 97

Decision Maker Proposal Training Sales 97

SBI

NOVEMBER 13, 2012

She is a frequent speaker and blogger on Inside Sales productivity, trends, and effectiveness, and the author of Building Inside Sales: Framing a Best Practice Group and co-author of Sales Speaks: Perception & Ponderings on Marketing Leads. Bob Apollo – Inflexion Point Strategy Partners.

Lead Management 114

Lead Management Lead Rank Lead Scoring Sales Qualified Lead 114

Hubspot Sales

OCTOBER 23, 2017

According to Bob Apollo, the founder of sales consulting group Inflexion Point, there’s a hierarchy to qualification. That is, sales reps must qualify prospects at three different levels -- what Apollo terms “organization-level,” “opportunity-level,” and “stakeholder-level” sales qualification. Qualify for business pain first.

Sales Qualified Lead 143

Sales Qualified Lead Buyer Persona Hiring Decision Maker 143

SBI

DECEMBER 18, 2013

In all, there were 16 categories that honored thought-leaders; books, blogs and articles; software tools; and useful resources. Let’s face it, we all suffer from frazzled customer syndrome – as best-selling author and speaker Jill Konrath would put it. Most organizations live and die by quota.

Quota 135

Quota CRM SAP Forecasting 135