Clicks, form fills, and digital downloads are essential to lead generation. But as seasoned sales and marketing professionals know, top-of-the-funnel leads are just the beginning. The challenge lies in transforming those leads into qualified opportunities, and that’s where the power of human-to-human communication excels.
At TeleNet Marketing Solutions, we know that the most valuable insights come from conversations. A digital lead indicates who is potentially interested, while a strategic discussion uncovers the crucial “why” and “why now” that can help to move prospects deep into the funnel. This knowledge is the essence of our BANT+ methodology, which takes the traditional BANT (Budget, Authority, Need, and Timeline) framework and supercharges it with valuable insights that will help nurture prospects and win deals.
Here are some examples of the + details a conversational approach captures:
- Business Factors Driving Their Needs: Learn the root cause, what’s motivating actions, and the specific business outcomes a prospect is trying to achieve. All of which allows a tailored sales pitch.
- Competitive Solutions: Discover what a prospect likes and dislikes about their existing vendors, along with which solutions they’re considering, giving sellers a potent edge to address competitive shortcomings head-on.
- Environmental Details: Uncover details about a prospect’s current infrastructure and business landscape to help sellers further customize their pitch and address potential hurdles.
- Contract Renewal Dates: Gather key dates to hone the timing of sales outreach and maximize the chances of being considered at the opportune moment, while getting ahead of the competition.
- Additional Decision-Makers Involved: Map the decision-making unit to streamline the sales cycle, prevent delays, and ensure that your message resonates with everyone who holds a piece of the puzzle
This type of qualitative data, gathered through insightful conversations, is the fuel that powers a successful engine. Connect with us today to learn how our conversational approach can help you strategically advance top-of-the-funnel leads and uncover insights that your competitors may be missing.