For B2B businesses, lead qualification is one of the most crucial steps to effectively utilize spend resources on the right leads and maximize sales productivity. A commonly used lead qualification technique is BANT. What is BANT? BANT is a technique used by businesses to qualify leads based on Budget,
Running PPC ads is one of the quickest ways to acquire B2B leads. This is especially the case for Search Engine ads. If you run a B2B insurance company, what can be better than someone searching for “corporate insurance”? Well, this would work wonders if you had unlimited money. But,
Understanding lead intent is one of the most important things in the qualification process. Just tracking activities was not enough. There is a stark contrast between a lead who spent 30 minutes on carefully reading your documentation and a lead who skimmed through everything in 30 seconds. To give our
Lead qualification is an important step for B2B companies to turn generated raw leads into qualified prospects. According to a research conducted by SpearMarketing, more than 65% of surveyed companies use both demographic and behavioral lead scoring. However, there are still many businesses who don’t use any qualification system at
With the emergence of the internet, marketers have found their new king: content marketing. Content marketing is the most effective digital marketing strategy and most top tier B2B businesses have adopted it. Businesses create content like ebooks, blog posts in order to reach to a defined audience and bring traffic
A reverse DNS lookup for identifying visiting companies works by performing a lookup of the visitor’s IP to find the domain name of the company that the IP address is associated with. For example, if you look this IP up – 74.125.142.147 in a Reverse DNS tool, it will show
One of the biggest worries of salespeople is missing out on hot leads. The timing of your follow up makes a huge difference and can make or break a deal. The Lead Response Management study found that businesses who follow up within an hour are seven times more likely to
One of the biggest worries of marketing teams is the quality of leads generated from their campaigns. Nobody wants to waste time on bad leads. The worst thing that can happen after putting a lot of effort in your marketing campaigns will be your sales team telling you that
Not all leads are equal. Different leads have different motivations. Also, different leads visit from different locations and have different interests. Segmenting leads is important to deal with leads efficiently. Here are a few cases where segmentation is needed: 1. You sell multiple products and have different sales
For businesses, it is crucial to understand and empathize with leads and customers to sell efficiently and have great customer relationships. If there is one thing that is important for all businesses, it’s data. Marketing teams need data to analyze results of their campaigns and find out if leads align
