Dan Marx says "BANT is an old way of qualifying leads. Unfortunately, call centers still use this as criteria for a qualified lead. BANT (Budget, Authority, Needs, and Timeline) only identifies a target market, it does nothing to qualify a lead." Download the article to learn why.
The key to rapid — and successful — sales onboarding is to establish a data-driven process and implement supporting technologies that can both manage and measure onboarding effectiveness.
In Qstream's latest eBook, they discuss the benefits of a data-driven approach that enables sales leaders...
Attracting, hiring and retaining people is harder than ever before as companies compete for the same, small, limited pool of revenue-generating talent. It’s an insidious problem that can thwart inside sales initiatives and diminish a company’s ability to hit sales and revenue goals.
Download ExecVision's entire Ultimate Sales Coaching Playbook.
Left in the lurch when a member of your Inside Sales team turns over? Here are five ways to turn your customer service organization into an incubator for Inside Sales talent that’s ready to step into a revenue generating role from Day One.
Selling is essentially about influential language skills. In this highly practical white paper, you can learn some unique approaches to dealing with resistant buyers. You might not feel comfortable trying all 8 techniques, but as you read them, you can recognize that your growing verbal agility (you...
Are you tired of losing to your competitors? Is there a particular competitor that you find yourself constantly coming up against? Is there a new competitor in your space that's starting to gain traction?
While every industry is obviously different, there are similarities in why you're losing to ...
As a CEO, you are expected to know a good deal of very accurate data about your sales organization. How can you be sure you're looking for the right data, and at the right data?
Optimize Lead Quality by Addressing the Sales vs Marketing Debate
The work of getting better leads often sparks a conflict that goes something like this:
Marketing believes sales is not following up on their leads. Sales believes the leads they receive are unqualified.
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Learn Strategies that Deliver Beyond Your Current Expectations.
Are you tired of hacking through a jungle of information about outbound prospecting?
This Focused Outreach - Outbound Prospecting Best Practice Guide will give you ten step-by-step practical tips to implement an initiative that in...
A thorough account plan provides many useful details about an account. Details are not useful unless they are put to use in a winning strategy. A good sales manager will use each detail from the account plan to formulate a particular part of the strategy that results in more closed sales. This artic...
For early-stage entrepreneurs, getting the product or service right is critical. Botch this and the company does not even make it out of the blocks. In this article, you'll hear what founders need to do
when the company gets beyond proof of concept into the "second stage," when scaling ...
Now, more than ever, it is important for companies and sales teams to be in compliance with industry regulations and restrictions, including the recent FCC TCPA ruling for wireless dialing. This article takes a look at what the recent FCC TCPA Declaration means for sales organizations and best pract...
Many have heard of the term BANT to qualify leads, but don't know the questions to ask. Get to BANT quicker with these helpful questions.
Your reps need to make the most out of every call. When you have a top performer who clearly does one part better than the rest, convert it to call scripts, and help everyone to perform like your top performer.
From an executive's perspective, sales can be viewed in two ways: sales as an art, and sales as a process. It is vital to fully understand both perspectives to become the best sales manager that you can be.
It is important to keep your sales reps on the right track by tracking their progress thus far, as well as what business is expected to come. But there is a right and a wrong way to do this.
Sales messaging must be aligned across all parts of your organization. This best practice discusses how to align your company's unique sales messaging throughout the customer service department.
4 Key methods to help your calls not sound so scripted when using calling scripts.
For success in outbound prospecting, you need to stay consistent, record results, analyze findings, adapt and make adjustments.
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