James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint.
He stands 6’5” in custom-made cowboy boots, and..
James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint.
He stands 6’5” in custom-made cowboy boots, and..
In “Wampeters, Foma & Granfalloons”, Kurt Vonnegut describes “granfalloons” as proud but meaningless associations of human beings. Isn’t this the case with marketing and sales in many companies today?
Too often, sales leads are dropped and business isn’t closed. 70-94% of all leads generated are ignored by sales reps because few leads sent to sales are sales-qualified. In all this marketing and sales chaos, little..
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 BANT is an outdated methodology responsible for more lost opportunities than your CEO and CFO care to..
BANT is an acronym for Budget, Authority, Need and Time Frame. I have written articles and blogs against BANT (as a lead qualifying criterion) for years.
A couple of months ago I read a blog by Ardath Albee entitled..
Posted by James Obermayer on Mar 25, 2014 7:53:00 AM
Tags: Marketing & Sales Alignment, Lead Qualification, Lead Management, Sales Leads