Improper Use of BANT Will Cause You to Kill Opportunities
- April 26, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I received an email asking me to check out an article on the Salesforce.com blog that features an infographic they hoped I would promote.
The article focuses on the middle of the funnel and the handoff between marketing and sales. In doing so, they discuss MQL’s (Marketing Qualified Leads) and SQL’s (Sales Qualified Leads). While I don’t have an issue with the infographic, I have huge issues with the content of the article and if you follow the advice in this article, you’ll have far fewer MQL’s that your salespeople can turn into SQL’s.