Business card information or the download of digital content is often times not enough to judge the quality of a prospect. If you can determine a person’s Budget, Authority, Need, and Timing (BANT) then a marketer delivers a truly qualified prospect to sales.
In an interview with IDG Communications Director Howard Sholkin, IDG Connect General Manager Andrew Sambrook explained the value of skilled telephone qualification and how BANT can help turn a lead into a customer….
One of the most important marketing metrics is leads generated. They’re vital to build a sales pipeline and in many cases support marketing spend.
In an interview with IDG Global Solutions Director Howard Sholkin in March 2013 at the BtoB Digital conference, IBM’s Christine Jacobs talks about the importance of both marketing experimentation and turning prospects into customers….
How can marketers appeal to the growing number of buying team members? IDG Connect’s Bob Johnson says marketers need to both understand their audiences and develop appropriate content. Johnson spoke with IDG Strategic Marketing Services Director Howard Sholkin….
Sales representatives feel too much marketing material misses the mark when they’re busy preparing for a sales call. IDG Connect has asked technology vendor sales professionals about their use of content. IDG Strategic Marketing Services Director Howard Sholkin asked Bob Johnson about the research…
There’s universal agreement that digital information is very important for vendors and their prospective customers. But, the amount of content is overwhelming for both groups. IDG Connect’s Bob Johnson conducted research this year to better understand how the content could be improved. Johnson spoke with IDG Strategic Marketing Services Director Howard Sholkin about content valued by users…
Information that is concise and meaningful to your prospects is the foundation for an effective white paper. The content needs to not only interest the reader but also motivate your prospect to share the information with colleagues. IDG Connect’s Bob Johnson explains what can make a white paper a ‘must read’….
IDG Connect has conducted research into what your prospects prefer in white papers. As you might expect, the cover is crucial to whether they continue to read on or not. Bob Johnson, VP & principal analyst at IDG Connect, explains what should be front and center in this brief interview. Click here…..