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July 2013

BANT is not dead…And not Bunk!

BANT is not dead…

Some say that BANT is dead. BANT, if you remember, is the acronym for qualification criteria for a lead which represents:

1. Budget
2. Authority
3. Need
4. Timeframe IStock_000017286981Small

Some marketers will attempt to get a rise out of others by declaring that these criteria are wrong, and then they proceed to add other qualification criteria and still include some form of BANT.

The reasoning for declaring BANT dead is misleading; and it is usually a marketer that is making the declaration. Not a salesperson.

If you ask a salesperson what their qualification criteria for an inquiry, sales lead, suspect or prospect is (pick you poison), they will always say,

Continue reading "BANT is not dead…And not Bunk!" »

How Your Thinking Affects Productivity


Something I’ll talk about this week is how our thinking affects our output.  We work on a variety of programs, they are all the same in structure, and have to meet a strict guideline for me to take them on. You’ll find your production on them will be very consistent when you think the same thing about each program.  We have a lot of new ones coming on, this week alone I have had 4 new companies call us!   One was a Director we worked with a few years back, she is at a new company and we were the first firm she thought of to bring in.

How you think of your calls will translate into how you communicate to prospects. That is a universal truth for all things, if you believe something will happen it probably will, i.e., the self fulfilling prophecy.

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Sales Lead Management Association Names McGuire and McDade to the SLMA College of Fellows

July 8, 2013 --Los Angeles, CA--James W. Obermayer, CEO of the Sales Lead Management Association, has named two executives to the Sales Lead Management College of Fellows: Laura McGuire, CEO of Saligent, and Dan McDade, CEO of PointClear. The SLMA College of Fellows program recognizes leaders in academia and B2B/B2C companies who have excelled in the field of sales lead management.

This program provides SLMA members with an opportunity to recognize industry professionals who have contributed their time, resources, expertise, and leadership. Each year the SLMA accepts applications from those in the sales lead management industry who would like to be accepted into the SLMA College of Fellows; only a few are selected.

Laura-mcguireAbout Laura McGuire
A four-time tech entrepreneur and sales lead management expert, Laura McGuire and Saligent are pioneers and innovators in prospect conversion. She holds the earliest and most cited patents for crowdsourcing and virtual labor technologies. The Sales Lead Management Association named Laura its most influential person in 2011 and 2012.

Dan-mcdadeAbout Dan McDade
Dan McDade is President and CEO of PointClear, LLC, a prospect development firm helping B2B companies drive revenue by nurturing leads, engaging contacts and developing prospects until they're ready to purchase. The Sales Lead Management Association named Dan one of the 50 most influential people in sales lead management for the last four consecutive years. He was named a 2012 Top Sales Expert and one of the Top 50 Sales & Marketing Influencers for 2012 and 2013 by Top Sales World. Dan’s book, The Truth About Leads, is a practical, easy-to-read book that helps B2B companies focus their leadgeneration efforts, align their sales and marketing organizations and drive revenue. In addition, Dan hosts PowerViews, a video interview series featuring sales and marketing thought leaders, and writes a popular blog: ViewPoint -- The Truth About Lead Generation.

The deadline to apply for the 2014 SLMA College of Fellows is March 1, 2014.

Requirements include a completed application, a $50 fee, and five letters of recommendation.

About the Sales Lead Management Association
The Sales Lead Management Association was founded in 2007. Membership is free. The association serves 4,502 members of the worldwide sales lead management community. A privately held organization, SLMA has a diversified business model with revenues coming from sponsors, software reviews, display advertising, SLMA Radio, newsletter advertising, sponsored cartoons, and industry leader links. For additional information, visit: SLMA.

# # # By: +Susan Finch