If 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 BANT is an outdated methodology responsible for more lost opportunities than your CEO and CFO care to hear.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.
Dan McDade founded PointClear in 1997 with the mission to be the first and best company providing prospect development services to business-to-business companies with complex sales processes. He has been instrumental in developing the innovative strategies that drive revenue for PointClear clients nationwide.
[Recorded Sept 26] Traditional Voice of Customer surveys have a blind spot to real-time feedback on social media and call center interactions. Learn how progressive companies are mining Big Data to improve the customer experience, reduce churn and even boost agent selling.