Sales Models, Metrics, and Motions Blog

SDR, AE, and CSM analysis

Sales Models, Metrics, and Motions Blog

Inside Sales Experts Blog

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6 Reasons Why Everyone Needs a Lead Qualification Team

Posted by Trish Bertuzzi on Thu, Jun 24, 2010

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Topics: lead qualification

Get Rid of BANT and Go to NOW!

Posted by Trish Bertuzzi on Tue, Mar 23, 2010

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

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Topics: inside sales strategy, lead qualification

Get Your Sales Reps in Touch With Prospects Sooner, Not Later

Posted by Trish Bertuzzi on Tue, Jan 12, 2010


Okay, I know I promised to publish the second part of my interview with Linda on Marketing Becoming Enablers BUT that post garnered so many comments here as well as on LinkedIn that I had to temporarily take a different path.

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Topics: sales process, lead qualification

Are Marketers Becoming Enablers?

Posted by Trish Bertuzzi on Tue, Jan 05, 2010

 
This fall, I had the pleasure of attending Silverpop's B2B University in Boston. At the event, I shared a table with Linda Duchin the VP of Marketing from PowerSteering Software.

During breaks, Linda & I began a conversation about how the line between Sales and Marketing is starting to blur and what some of the implications of that may be.

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Topics: sales process, technology, lead qualification

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