Many sales people consider the leads created by the marketing team to be a waste of time. “And often” says David Paddon, Director of Go To Market, “they’re right!”
This is because marketing people try a shotgun approach to lead generation. They are so focused on the quantity of leads they create that there’s not enough emphasis on quality. If they measured the RoIon obtaining these leads they might change their approach.
In today’s edition of BTalk David Paddon talks about how to use the B-A-N-T method to rate the quality of leads, and why it’s important to keep keep quality leads warm with regular contact.
A well-orchestrated plan will understand how to create the right leads and the steps taken to build a relationship. It means understanding how to track people along the sales cycle and ensure sales people are making contact at the right time.
Get that right, then perhaps sales and marketing can work together in a productive way. Wouldn’t that be nice!
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WiMax in Australia: Part two
WiMax could be the standard that drives the next phase of mobile broadband, it provides an opportunity for players wanting to establish a pure IP network to carry voice and data effectively — but is this what operators want?
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Is There a Business Gene?
Research from Queensland University of Technology (QUT) has shown that running a business might be in the blood.
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Markets act as though the trade row is here for the long term
Markets have shown sharp moves – NAB’s Gavin Friend says it’s a growing realisation that the US-China trade war is not going to end soon, and that low inflation growth isn’t as transitory as Jerome Powell would have you believe.
