Topics: Lead Generation, Lead Qualification
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:
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!
Topics: Lead Generation, Lead Qualification
I review a lot of content on this topic and am amazed at what I find written about lead cost. For example:
To make your forecast for the new year, look at sales for the coming year in terms of units.
The answer to this question is a lot more complicated than it looks. There are many factors that impact the percent of leads..
I’ve read and heard (from a well-known industry analyst firm) that best-in-class companies close 30% of sales qualified leads..
Learn what it takes to effectively generate leads in this complex environment. Healthcare solution providers that recognize what's required for lead generation success get better market coverage, improved industry intelligence and more sales opportunities.