In our previous blog post, we emphasized the power of the human touch in lead generation. Now, let’s dive deeper into our robust qualification process, which seamlessly moves leads from the top of the funnel into your sales pipeline.
We customize the criteria for sales-ready leads based on the unique needs of each client. If, for example, a client is using BANT (Budget, Authority, Need, and Timeline) for digital leads, we recommend taking it a step further to deliver leads that are ready to convert. We call this BANT +, which builds upon the traditional BANT framework by incorporating crucial value-added data points to move buyers deeper into the funnel.
Our program director will work with your team to identify 3-5 customized probing questions that uncover the why behind a prospect’s needs and assess their true sales-readiness. Our conversational approach allows us to gather critical information, such as:
- Business factors driving their needs: Understanding the problem they are trying to solve is essential for tailoring your sales pitch and demonstrating value.
- Competitive solutions in use: Knowing what your prospects are currently using and its shortcomings, gives you a competitive edge and helps you position your offering effectively.
- Environmental details: Uncovering details of their current infrastructure and/or business landscape can help hone your pitch.
- Contract renewal dates: Invaluable for timing future outreach and maximizing your chances of winning the deal.
- Additional decision-makers involved: Identifying all stakeholders early in the process streamlines the sales cycle and prevents delays down the road.
Beyond these data points, BANT+ identifies a prospect’s willingness to engage in the short term. This ensures that the leads we deliver are not just qualified on paper, but also receptive to further interaction.
Our process culminates in two options for a seamless hand-off to your sales team:
- Appointment Availability: Our Lead Development Representatives (LDRs) capture multiple dates and times that work for the prospect, empowering your sales team to schedule at their convenience.
- Appointment Scheduling: For an even smoother transition, our LDRs can schedule the appointment directly on behalf of your sales team, eliminating any scheduling back and forth.
We also understand the importance of weeding out tire kickers and those that are not a true fit for your offering. Our process is designed to ensure that your sales team focuses their efforts on the most promising opportunities. This is a key element of BANT+, and how it improves upon the traditional BANT approach.
By incorporating these additional layers of qualification, BANT+ ensures that the leads you receive are primed for conversion. It is about more than just checking boxes; it is about understanding the nuances of each prospect’s needs and positioning your solution as the answer. This human-centric approach complements and amplifies the effectiveness of your digital lead generation efforts, building stronger connections and accelerating the sales process. Contact TeleNet Marketing today to learn how BANT+ can revolutionize your lead generation process and drive sales growth.