Category Archives: Lead Nurturing

The Time-Saving Capabilities of Lead Distribution Software

Matt Goldman — June 1, 2017 Follow @TheOriginalBull— June 1, 2017 Well managed leads are the best starting point towards your business’s growth; and even minor slips in their handling can easily spell the difference between losing and gaining a new customer. Since its introduction to the sales pipeline, the automated distribution process has completely … Continue reading The Time-Saving Capabilities of Lead Distribution Software

Are BANT Qualified Leads Actually Hurting SaaS and PaaS Sales?

Matt Goldman — May 18, 2017 Follow @TheOriginalBull— May 18, 2017 Not much has changed in the 60 years since IBM first formalized sales channel management with the BANT approach. When IBM first developed BANT, the objective was to create a basic sales call structure designed to find marketing qualified leads for their salespeople. It … Continue reading Are BANT Qualified Leads Actually Hurting SaaS and PaaS Sales?

Finding the Needle in the Haystack: How to Qualify Leads

Dan Sincavage — May 14, 2017 Follow @dansincavage— May 14, 2017 Although companies sometimes advertise to millions of people, not all of them will be interested in purchasing the business’s products. Which people or businesses are likely to buy? The lead qualification process seeks to answer this question. A sales department that can focus on … Continue reading Finding the Needle in the Haystack: How to Qualify Leads

Effective Lead Nurturing: 7 Tactics for Better Prospect Relationships

Patrick Hogan — January 24, 2017 Follow @growtenfold— January 24, 2017 Lead nurturing must be a part of your comprehensive sales and marketing strategy. In its core, lead nurturing is about building relationships with prospects through different channels, even when they’re not near the decision stage yet. B2B customers often take the long and winding … Continue reading Effective Lead Nurturing: 7 Tactics for Better Prospect Relationships

Lead Nurturing: How to Combine Email and Phone Calls to Close More Sales

Jeff Kalter — November 15, 2016 — November 15, 2016 When your marketing efforts start to pay off, delivering a boatload of quality leads, it’s exciting. You want to celebrate. But the game’s not over. Your sale is not won yet. You’re just at the starting gate of your demand generation process. The bare bone … Continue reading Lead Nurturing: How to Combine Email and Phone Calls to Close More Sales