OneSource (now D&B Hoovers) recently conducted the first in a series of B2B SalesPulse surveys. They were kind enough to share a preliminary look at their data with me.
What I found most interesting was the divergence of opinion between what is being talked about as best practices around developing pipeline in the "blog/twitter sphere" and what the "feet on the street" think about the same practices.
Let me give you a specific example from the OneSource data:
Topics: lead generation
(This post is part of an ongoing series of Ask the Experts questions, put to readers of our blog. Please share your thoughts and experiences by posting comments!)
Topics: inside sales strategy, ask the experts
As a refresher, we were discussing:
Topics: lead generation, ask the experts, target marketing
We recently had a long conversation with one of our clients on why BANT is not always an optimal lead rating system. For those of you unfamiliar with the term:B Budget
A Authority
N Need
T Timeframe
Topics: inside sales strategy, lead qualification