Ms. Ruth is a next- gen progressive B2B Marketer. She loves chess, coffee and solving B2B marketing problems.
She wrote a book on Maximizing Lead Generation. She kept awake at nights working tirelessly to profess the idea about BANT. One evening she convened a meeting with Marketers to discuss their pain points.
Only 0.1% of the leads are converting into customers. No one returns calls anymore these days.
How to know the "best-fit" target accounts?
Hmm,I have to help them out of their miseries!
How do I work with outdated CRM data?
BANT Sales Methodology will help you target the right accounts: B - What amount of money is available with the prospect? A- Does the lead have the authority to make a purchase decision? N - How important is your product to the target account? T - Does the prospect have the need to buy now?
Additionally, while scoring accounts, evaluate intent data such as Firmographics, Technographics, Awards. Run focused marketing campaigns keeping all these in mind. You will see better ROIs. Outdated CRMs do not give you the visibility into your pipeline. Attributes of your prospects need to be enriched.This can be done automatically.
I will measure intent with Tech data.
Buying intent for me will come from job hiring data.
I could use monthly active users and the number of app downloads as signals.
Excellent! Now, who is up for some hot mocha? I am open for a game of chess as well.