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Lead Qualification 2.0: How to Improve Your Qualification Process
When you hear the phrase “lead qualification,” what comes to mind? Most B2B sales managers probably picture IBM’s BANT qualification model: Budget, Authority, Need, and Timeline. This method has been used by businesses for many years, but as great as these qualifying factors are, it’s clear that they are basic.
More than that, they often lead to disqualification of leads that are actually an excellent fit. After all, if your sales reps can make the case effectively, timelines can be accelerated and budgetary restrictions can be reassessed. Even authority isn’t a deal breaker if your reps can go up the chain of command and grow the buying team. (more…)