Lead Nuturing Takes Time and Understanding to Close a Sale

©IDG Communications, Inc. Photo contributed by Matthew Mikaelian.



IDG Connect,
Technology marketers and sales teams need high-quality leads delivered quickly.   While some marketers focus on BANT (Budget, Authority, Need and Timing) in order to determine if leads are sales-ready, IDG Connect says BANT may be a mistake.  IDG Market Fusion research shows the focus should be on Best Asset Next Time.   During the lead qualification process, the prospect should be asked about what content is needed in the purchase process.  Be a consultant and realize that prospects may not be in as much of a rush as the sales and marketing team.  To learn more about Bob Johnson’s research and recommendations, download this white paper…

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