Marketers Aren’t Involving Sales Teams in Demand Generation – and It’s Costing Both Teams Opportunities In a survey of over 200 marketers in B2B technology industries, BlueWhale Research uncovered an expensive mistake most organizations are making: a missed opportunity for effective demand generation. Over half (58.1%) of Sales [...]
Why BANT is Bad for Business – and How You Should Qualify Leads Instead By Chris Isham, Co-Founder and Chief Revenue Officer In theory, BANT sounds like a great way to tell if leads are qualified. In practice, BANT causes you to push people out of your funnel [...]
Rethinking Lead Generation, Part 2: Educating Marketers on Lead Routing By Chris Isham, Co-Founder & Chief Revenue Officer When the well of inbound leads runs dry, marketers turn to outsourced demand generation. This is a proven tactic, but it’s made even better when marketers educate themselves on lead [...]
Rethinking Lead Generation, Part 1: Educating SDRs on Lead Journey By Chris Isham, Co-Founder and Chief Revenue Officer Marketers are creating a massive opportunity cost by neglecting to educate their sales teams. Sales and marketing alignment is key to business success, leading to significantly more closed deals and [...]