Broadley Speaking | Not all lead generation process's are created equal

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Not all lead generation processes are created equal

March 30th, 2015 by

Not all lead generation process's are created equal

At Broadley Speaking we understand that not all lead generation processes are created equal.  In fact, measuring the quality of sales leads can be just as important as gathering a large quantity. One of the top priorities in driving sustainable business development should be lead quality, which is one of the biggest challenges facing marketers today.

IBM revolutionized sales with the introduction of BANT.  This process allowed sales and marketing directors to evaluate their prospect based on their Budget, Authority, Need and Timeline.

With the changing selling environment, the use of BANT has been evolved into MANACT to incorporate other key challenges within the structure of the buying process.  MANACT now allows you to evaluate prospects based on their Money, Authority, Need, Aspiration, Competition and Timeline.

The inclusion of a prospect’s Aspiration is arguably the key to ensure that your proposition, culture and ethos are a correct fit for the prospect’s long-term view.

After the qualification of a prospect, then comes nuanced lead scoring. Lead scoring is a shared sales and marketing methodology for ranking leads in order to determine their sales-readiness.

Lead scoring can be based on the interest the prospect shows in your proposition, their current position in the buying cycle, and the cultural fit with your business. Detailed lead scoring helps companies know whether prospects need to be fast-tracked to sales or developed with lead nurturing. Lead scoring is essential to strengthen your revenue cycle, effectively drive more ROI, and fully align sales and marketing.

Successfully achieving high quality sales leads is key to increasing sustainable business development for any company. By having strategic criteria into which you are able to qualify a lead is essential. These strategic criteria will then allow the sales team to be more efficient and secure more business.

If you want to understand how Broadley Speaking can show you the difference between quality and quantity leads, call Hilary directly on 0800 988 7253

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Intelligent Sales

“Our white board culture. When we refurbished the office a number of years ago someone came up with the neat idea that instead of using regular wallpaper we should cover the walls with write on / wipe off material, so effectively all available wall space has been turned over to one great big white board. The space is used for writing up team plans, monitoring performance, and listing achievements on a  team by team basis.”


Intelligent Sales

“Collaborative working – no sales person is an island, or they shouldn’t be! The calls have to go out and the spade work has to be done but when you’re working through the implementation of complex sales campaigns sometimes putting your heads together and combining intellectual property gathered on a call by call basis can bring great results. The Broadley Speaking teams get time to think and problem solve. Breaking new contracts, often measured in seven figures, is not easy work.”


Intelligent Sales

“In the “war room”.  Much of work with clients is about collaborative problem solving. Rather than choosing a traditional board room set up – this room is set up to accommodate the whole project team. By that we mean the sales and marketing teams from our clients and the full Broadley Speaking team active on their account. There’s plenty of room to accommodate everyone’s laptops, iPads!”


Intelligent Sales

“Seamless connections with clients – We work with businesses, of all sizes, right across the UK, in  Europe and in North America. We work with them in our office and theirs and use our state of the art video conferencing facilities to keep in touch. This combined with our bespoke built campaign management software provides complete transparency across any campaign or programme of work.”


Intelligent Sales

“David and Hilary have worked together for the best part of 30 years. Between them they have sold and sales managed across 4 continents and across most business to business sectors. Hilary takes a hands on approach with all campaigns. She is a consummate sales director and has been nominated as a national ambassador for the Investors in People standard.”


behind the scenes at a high grade telemarketing company

“Holistic approach to sales – often we work with clients to help them reposition their sales propositions. Acting as ‘critical friend’ we’ll work right back to their core value proposition in order to refocus and provide new impetus to their sales campaign. Similarly we work with clients sales teams and management to provide individually crafted sales coaching and training programmes.”


office

“Our environment –  we have created a light, modern, ergonomically designed work area to allow for maximum efficiency, comfort and pleasure – yes pleasure! We all spend a good deal of time at work , and do difficult and challenging work on behalf of our clients ; but it should be fun. We are fortunate that we have been able to create this in an historically significant building in the middle of World Heritage site.”