For decades, solution-selling and marketing methodologies have used the principle of identifying pains associated with business processes, in order to create urgency and demand for products and services. With the foundational premise that marketers need to drive more revenue while optimizing marketing investments, successful business-to-business (B2B) companies have focused on four critical pillars needed to optimize the lead-to-sale process.
sales representative training
routed to the right sales representative for follow-up. To accomplish this, a common set of business logic needs to be applied to deine sales-ready, all parties need to agree on the deinition, lead routing rules need to be standardized, and processes need to be automated. Many organizations use budget, authority, needs, timeframe for purchase and size of opportunity (BANTS) to determine lead qualiication criteria and the follow-up methodology. But BANTS does not necessarily consider prospect behavior,