Go Beyond BANT Lead Qualification: Embrace The Modern BANTS Framework
Sales is both art and science; possibly more of science in today’s context. And we say that because a scientific process and methodology backed with data has the potential to exponentially improve your sales efficiency. A critical part of this scientific process is lead qualification. What is Lead Qualification? Lead qualification is a process of identifying and qualifying the right prospects who are likely to buy your product or service. In order to maximize the sales team’s productivity, marketing teams are generally entrusted with the responsibility of lead generation and qualification. They follow certain lead qualification methodologies and filter the right leads before sharing them with their colleagues in the sales department. That way, your sales team members are fed in with a pipeline of qualified prospects for them to completely focus on deal conversions. This also streamlines the sales process to a great extent and the sales team starts to work on qualifying leads instead of...