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Top Demand Generation Tips to Grow Sales Pipeline in B2B Market

No wonder it’s crucial that the marketing and sales teams of any business in the B2B market must work in collaboration as they both generate demand and potential customers. There are multiple demand generation tactics apart from the common ones to use. 

Here are the tips that work every time in B2B demand generation -

Using Intent Data to Identify In-Market Buyers:

 Intent data helps in gauging the buyer persona. Access to intent data sources avoids the trap of inventing demand and focusing on accounts that are in-market and ready to buy; becomes easy.

Creating High-value Content and Syndicating it Right:

 Every buyer spends days researching, engaging with various brands’ content, and discussing them internally. It’s therefore vital to have a robust content marketing strategy to help potential customers learn about the products and services and influence their purchase decision.

Also, content syndication is a powerful way to enhance the brand’s reach. It helps promote the content to get it in front of the ideal customers. 

An effectual content syndication drive involves: 

Targeted outreach to decision-makers

Paid advertising of relevant content

Increasing reach by leveraging distribution platforms

Targeting Niche and Improving ROI:

It’s known that over 50% of ads are not seen by people, and that’s the average mentioned by Google. But, creating highly targeted ad campaigns is possible through:

Intelligent choice of platform

Highly narrowed targeting criteria by using the filters on the chosen platform.

Google and LinkedIn are the preferred choices for seeing the best results in the B2B space. 

Implementing Account-Based Marketing:

Account-Based Marketing (ABM) is a must-have for B2B businesses. When done right, it is a proven method to develop demand and influence decision-makers of your targeted accounts. And for that, building a qualified list is crucial.

Not Underestimating Event Marketing:

In-person and virtual events provide opportunities to build trust with prospects and clients. This helps in increasing networking and pitching about the services and products. Events offer a great chance to share knowledge relevant to the industry and know customer pain points.

If you’re on the lookout for the best B2B marketing companies, OnDot Media will help you in reaching the targets and generate desired results with its global-scale expertise.

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Best Demand Generation Techniques to Maximize Results Even on a Tight Budget

Demand generation is all about fetching high-quality leads that want to know about the brand, and the brand can then convert them into revenue. It is crucial for every business, but how can the results be maximized when the budget is tight? 

To design a demand generation strategy, the key is to focus on ideal prospects, their FAQs, pain points, and buying behaviors. Correctly set objectives, a talented team for marketing and sales, and effectively used techniques are necessary for any activity to run smoothly.

Here are the steps to design a systematic demand generation campaign -

Setting goals: It is impossible to track results without adequately setting goals.

Determining the audience: To develop the proper brand communication that matches the audience's intent, it is necessary first to know them well.

Creating a need for the service or product: The audience sometimes knows the problem, but sometimes they don’t. So it’s the marketing team's job to build awareness about the services or products offered.

Creating informative content: The right content is supposed to guide the audience and inform them about the services and products offered. The content helps them solve their dilemma.

Initiating discussions: The purpose should be to make the target audience discuss their problems, recognize the root cause, and then fix those problems. This helps a business build a solid social media existence and create authority.

Creating lead magnets: This is the point where demand generation campaigns turn off. After generating the demand, it is time for a lead generation campaign to begin its function.

Gauging success: Analyzing the necessary metrics is crucial to check where the campaign is headed. Checking analytics to see views, likes, comments, shares/reposts, impressions, visits, form-fills, CTRs, and CPLs will help acquire insights and learn what works.

OnDot Media is here to help with our global-level expertise if you're looking for the best demand-generation service providers.

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How AI Enriches an ABM Campaign’s Effectiveness

People are swimming in data nowadays, and it’s easy to track every person’s details, from their industry to contact preferences. And every bit of the information is precious. But, the humongous amount of it is a disaster to handle manually. That’s where Artificial Intelligence comes in. AI’s ability to automate and recognize patterns can enable more effective account based marketing campaigns that persuade and help B2B buyers throughout the sales process. 

Here are three ways AI enhances an ABM campaign’s efficacy:

Optimizing Data Quality with Automation

B2B companies wish to understand their customers beyond their basic contact information to cater to them better. Entering these details manually for hundreds of thousands of people is highly frustrating. But, AI-enabled systems automatically extract all the necessary information. Automating data extraction can increase the number of leads captured, and the data will help derive actionable insights.

Analyzing Past Details

Knowing the history of customers is extremely important for businesses as it makes advertising easy. But, if the data is not accurate or incomplete, it cannot provide correct insights. Even if it is correct and complete, manually sifting through the piles of information is impossible. AI technology helps to analyze data speedily and precisely. It helps by identifying patterns in customer behavior and presenting them in easy to understand dashboards. 

Identifying Core Buyer Personas

AI can help B2B marketers track core buyer personas and get an exact idea of the decision-makers/deal-breakers and how to engage them. Understanding what different levels of buyers care about, their pain points and their priorities help build content relevant to them and cater to their needs.

If you’re looking for global-level B2B marketing, lead generation, and account-based marketing services, then OnDot Media is here to help.

Also read:

How Futuristic AI is Reshaping B2B Industry

How Account Based Marketing Changed the World of Marketing Strategies

Is AI Close to Taking Over Enterprise? – AI Trends to be Aware of in 2023

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Taking B2B lead generation a level up by converting interest into inquiry | OnDot Media

Many organizations have a database used for email marketing or sending offers. Still, the million-dollar question is – how many of these people qualify as leads, i.e., how many are interested in buying the services offered? Generating leads in the B2B market is a lengthy process as it is more price and value-sensitive. People focus … Continue reading Taking B2B lead generation a level up by converting interest into inquiry

A huge database is useless if the maximum number of people are not prospects and don’t align with the buyer persona. If the people in the database are not interested in the services or products offered, then all the marketing and sales efforts are in vain. 

It is widely known that generating B2B leads is a lengthy process as it is value and price-sensitive. People are more inclined to build relationships for long-term business.  Generating leads is tricky due to their disparities and tracking their source is crucial. An organization must be able to follow the prospect journey to relate the closed account and sales to marketing.

So, while the sales team is busy nurturing leads, marketing can try the below-given techniques that experts back -

Putting the audience at the core, understanding them, & creating & targeting the right buyer persona.

Promoting thought leadership to humanize the brand personality and letting people engage with senior-level people.

Embracing social media is the right way to engage with the niche audience & not sound salesy.

Educating the audience while nurturing them without hard selling and forming closer relationships with the help of community events.

Creating webinars or podcasts and arranging networking events to keep a constant communication stream with the target audience.

Optimizing the content on every online platform for organic growth with a skilled SEO team bears long-term results.

Involving chatbots in communication by setting them up correctly and using them to collect prospects’ information and pain points.

Being omnipresent on as many online and offline channels as possible to multiply the lead flow.

Basically, the prospect's interest and information are paramount in B2B lead generation. There’s no one-key-fits-all, and a brand can discover its voice with the points cited here while eradicating the techniques that don’t help in the lead conversion process.

If you’re looking for top-notch lead generation and demand generation services, then OnDot Media has global-level expertise to help you reach your marketing and sales goals.

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The Physics of Future-ready B2B Content

It’s entirely possible to get stunned by the term ‘physics’ used with content, but it will be a surprise to see how many of its core attributes relate to the content.

Schrödinger's Cat Experiment:

A cat is put in a box and subjected to life-threatening situations and will be considered both dead and alive until the box is opened. This can be applied to content in terms of engagement. It is said to occur only when the content is seen by the target audience. 

Information Constructs Reality:

Scientists have proved that reality is built on information and in the digital space, content (knowledge) is the basis of reality. Therefore, the content acts as information and also creates data. This metadata helps design effective customer experience data models where it’s easy to know what consumers want, need, and do throughout their buying journey. 

The Many Worlds of Content:

Quantum mechanics has suggested the concept of a multiverse, and this analogy can be used for B2B content activation, which helps clients during the sales process. The engagement should be achieved diversely as the buyer lifecycle is never linear. The content must be produced with technology, skills, and processes that make it discoverable, relevant, adaptive, and actionable to facilitate the concept of the 'multiverse.' Such B2B content can then be actually future-ready.

If businesses want to be future-ready then they must follow the below-given things:

Increasing their metadata and classification proficiency to enable effective personalization

Utilize delicate data plus insights to optimize customer experience

Train AI engines for specific and independent decision-making ability

If you’re looking for lead generation, demand generation, content marketing, and brand enhancement services then contact us. With our global-scale experience, we at OnDot Media can help to deliver the desired results.

Also read: 

How Effective Content Marketing Strengthens B2B Marketing Strategies

Best Formats B2B Marketers Use to Distribute Content

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Tips to Effectively Combine ABM Campaign with Content Marketing

Content Strategy, combined with B2B Account-based Marketing, offers multiple benefits as it helps reach a particular set of potential buyers. The campaigns are designed to convince suitable decision-makers and stakeholders in an orchestrated technique, instead of just an individual. 

Here are the tips to effectively combine ABM campaigns with content marketing strategies -

Choosing the Appropriate Content for Each ABM Campaign 

This content strategy should be based on goals like product/service familiarization, brand awareness, or conversion. It has three approaches -

Mass Target -

This approach is used to create brand awareness in multiple market segments and as it is for a wider audience the content can be repurposed, which includes: 

Email campaigns and/or Newsletters 

Whitepapers and/or Ebooks

Blogs and/or Articles

Social Media Posts

Selected Set of Target -

This method suits a small and specific set of more valuable accounts. The content used here must be of higher value and focused on building relationships, like below:

Thought Leadership Posts

Segment-specific Blogs

Direct Mails

Executive Network Programs

Market-specific Landing Pages

Direct Target -

As this approach is one-on-one, it requires the most tailored and personalized content just for that specific audience. This way works when the marketers know about the stakeholders, and there is a high chance of a conversion. Organization-specific content should be the focus here, like:

Training and/or Webinars

Meetings and/or Events

Demos and/or Trials of Products/Service

Understanding the Customer

It’s essential to map out the customer journey even though it’s complicated in B2B account-based marketing. Creating ICP (Ideal Customer Profile) and identifying each stakeholder’s pain points will help amplify the conversion rates.

Converging the Content

Instead of creating lengthy funnels for numerous buyer personas, marketers can create such content that can be used for multiple personas. It is known as convergence. This approach works for the middle and top of the funnel. 

So, this is how an organization can merge an account-based marketing strategy with content marketing to gain maximum conversion. 

If you’re looking for the best account-based marketing services and/or content marketing services, then we at OnDot Media can help you reach new heights with our global scale experience.

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Rethinking the New B2B Buying Process

With the flux in B2B buying, your sales strategy must need a revamping of sorts, too! And with options and solutions expanding, the emergence of new technologies, products, and services have undergone a mutation also. The most crucial aspect is how relevant information drives the purchase, which would result in high-quality sales as well, along with providing your buyers with pertinent information to facilitate and complete the buying process successfully. The biggest challenge, however, lies in comprehending your buyer’s pain points, recognizing them, and delivering them the requisite and robust solutions that would amp up their growth and help you secure and expand your leads too.

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Start creating ridiculously persuasive landing pages with these actionable tips and increase your conversions.

What if the material that you spend your time creating is not consumed and is a total waste of time and effort? And with a plethora of content flooding the internet, search engines are finding it hard to determine which sites are the most trustworthy. While you may be grasping at straws with finding the right content to consume, reversing the reality of content shock is a far cry from reality. However, there are a few things you can do to be heard and seen above the others.

Download this whitepaper to gain an in-depth understanding of

Problems and implications of content Shock

Content and Supply Analysis

Content Opportunities

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Start creating ridiculously persuasive landing pages with these actionable tips and increase your conversions.

B2B organizations have been facing increasing challenges while using ABM to focus on relevant accounts. With artificial intelligence (AI) making its foray, merging AI with ABM, B2B marketers can identify accounts that drive revenue through precision targeting. This combination allows optimized buyer journey, personalized content, and hyper-targeting ads for significant marketing "intimacy" at scale.

Download this whitepaper to gain an in-depth understanding of:

Why apply AI into ABM strategy

Considerations before investing in AI

Why should B2B companies invest in AI

Future of AI in ABM

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Enhance B2B Content Syndication Capabilities with Right Techniques

It is proven that great content is the key to successful marketing but what businesses do to get that content in front of the right audience is what matters the most. Here, content syndication comes into the picture as it helps to target the right set of customers. Although, B2B content syndication is where marketers have to take extra effort and that too, by staying in a box. 

This article discusses five ways to harness the power of content syndication and gain a spotlight.

Fixing the goals:

Having a clear understanding of what to do with the content is crucial. Before establishing a B2B content syndication campaign, it’s important to check the current position and where to reach with this campaign. 

Choosing the target audience:

Taking a look at the existing customer profiles will help in understanding their behavior and their data analysis shall be used in categorizing the personas that work for the business. 

Identifying the top-of-the-shelf content pieces:

It’s essential to churn out the content and find the best-performing content pieces. Those content assets should align with the goals outlined above and be inherently helpful. The asset should also have worked well with the target audience and have a certain value. These factors help in getting the contact details of prospective customers.

Finding the appropriate syndication sites: 

B2B content syndication partner plays a major role in making this strategy successful. Businesses should check the following things before publishing content on third-party sites -

The sites where most of the target audience spends their time

The target audience, content type, style, and tone of the syndicate partners

The editorial guidelines on the third-party sites

Rank & Domain Authority of their websites

The format in which the content will be displayed

Analyzing and Measuring the Campaigns

It is a must to track the results of all the content syndication efforts put in by measuring the lead volume, cost, quality, and of course traffic. The businesses also need to check how the content is performing and how the new leads/subscribers meet the expectations.

B2B content syndication proves to be helpful for all as it creates a win-win situation when performed well. It drastically increases brand exposure and amplifies lead generation efforts. 

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Four Key Aspects of B2B Demand Generation to Nail the Lead Conversion

Demand generation is an essential part of any organization's comprehensive business-to-business sales and marketing strategy. B2B demand generation strategy helps to make a company’s marketing communication more authoritative and weighted with prospective customers. When a business’ communication stands out, it eventually helps to amplify revenue by cultivating strong leads.

Let’s have a look at four key aspects of building a thriving technology demand generation strategy -

Creating awareness of services or products

Everybody knows that building brand awareness and brand recall is ultra crucial for a constant flow of prospects but even though it sounds simple, building brand awareness isn’t just about gaining the attention of a potential customer.

A well-designed brand strategy will make the audience remember the brand name with a positive impression and create trust. 

One major way to create a good impression and trust is showing genuine reviews as those offer a quick summary and guide buyers into making the right decision.

Building a well-rounded content strategy

Along with building brand awareness, it is also essential to develop industry expertise for the brand to stand as an authority in its field. A prospect should feel so, when they visit the website and check other content on various platforms. Having the content that solves prospect’s concerns or offers answers while they move through their buying journey will create investment trust and brand credibility.

Nurturing highly qualified leads 

A healthy, trustworthy B2B demand generation process requires a complete lead nurturing strategy; right from the first contact till the conversion and maintenance.

The marketing team should focus on the demand solutions that the prospective clients need, along with the best channels to disseminate the content created. Also, regularly analyzing customer feedback and lead nurturing data will help in increasing engagement and maximizing intended results.

Implementing account-based marketing

Account-based marketing strategy depends on an in-depth understanding of the clients and target audiences. Designing a target persona based on high-value clients, which are most likely to convert is a must. Knowing the objectives and values of these target accounts and the blueprint of their buying behavior will help a ton in converting them as a repeating customer. The target persona can help in marketing to those leads, supplying them with tailored content, which solves their unique problems will help in the long run.

Final take -

A robust B2B demand generation strategy will help a business fetch high-quality, reliable leads and ultimately grow business. If you’re looking for an organization that offers technology demand generation solutions on a global scale, then we at OnDot Media are here to help you!

Also read -  BANT Framework – The Recipe to Acquire Highly Qualified Leads

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How BANT Methodology Is Proven To Generate Qualified Leads

Generating qualified leads is not a very effortless task, but the BANT sales process is one of the go-to, oldest, and most effective methods to generate qualified leads. BANT is an acronym for Budget, Authority, Need, and Timeframe. So, the BANT sales methodology or framework is a rather direct technique that asks salespeople to inspect a prospect based on BANT. It helps in verifying if the potential customer is an ideal fit according to the budget scope, authority’s power, their need for product/service, and the timeframe of delivery. These four checkpoints help in understanding the buyer’s persona, which makes strategizing campaigns and contacting leads easier.

Steps to implement BANT methodology -

Budget understanding

Every prospect’s budget will be different so it’s important to verify if the buyer’s expected ROI and budget match. It’s better not to assume a budget and ask the prospect for at least a rough estimate will help in determining if the prospect qualifies for the Budget factor.

Knowing the key authorities

To connect with the authorities/stakeholders the sales rep should know about their titles, scope of work, and their impact on the team and decision-making process. Contacting them through various channels but without bombarding them will help in increasing the chances of conversion.

Verifying the exigency of need

To understand the direness of a prospect’s needs, it is essential to know their perspective. It’s not just about the need but also the difference in influence and priorities of the team executives and the leadership. This difference affects the BANT sales process. One can qualify as a BANT lead when they also have urgency for the service/product that you are providing.

Confirming the time frame

The last point of BANT sales strategy is timeframe as it’s critical to know if the entire buying and selling process will have quick approvals or if there will be too much time wastage due to late responses and frequent changes. If the case is later then the prospect won’t qualify as a BANT lead.

The BANT methodology is crucial to sales reps since it proves itself every single time to generate qualified leads. After these steps, a company should stay in touch with prospects, and use digital tools to handle numerous consumer accounts.

At OnDot Media, we carefully implement different sales frameworks including BANT to generate highly qualified leads. If you are looking for a B2B lead generation and demand generation company to help you globally, look no further.

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The Importance of Intent data in B2B Marketing

B2B Intent-Based Marketing is more of taking an outside-in view of the company and examining online performance to check if the prospects know about the business and are interested in products and services. From here, constructing marketing assets, forming contact ways to reach the audience, and exemplifying how the services and products solve their pain points, becomes easy.

Yet, numerous marketing teams take an inside-out approach. They concentrate on the value proposition of their services and products, keep sending out emails, and make social media posts along the same lines. In an attempt to reach a wider audience, doing anything without targeting specific prospects having b2b buying intent, is useless.

Why intent data is important in amplifying revenue -

The intent is vital for creating a good content strategy because companies get relevant & comprehensive information, well-formed buyer personas, and data-backed buyer journey maps.

Helps in forming a solid foundation for SEO campaigns. Knowing the specific issues and behavior of the buyer, helps organizations deliver content that satisfies the B2B buying intent.

Boosts landing page conversions. The landing page can be tweaked in such a way that each piece can meet the buyer’s specific purposes. This data can be leveraged to tweak the segments for users with diverse needs and distinct buying stages.

Helps in personalized marketing association, which in turn increases intent based sales.

Paid search marketing can be boosted with the help of intent data because people don’t care if it’s an ad when it fits their buying intent.

So, these were the five key factors that show the vitality of B2B intent marketing. 

If you wish to apply B2B intent based marketing then we at OnDot Media are here to boost your ROI and cater to your needs with our proven global experience.

Also read:

What Lies In The Future Of Intent-Based Marketing

Ways Intent Data Can Rev Up ABM Programs

Future Of Intent Data In B2B Marketing

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Content Marketing Objectives Leading To Success In B2B

Businesses that efficiently use B2B content marketing techniques notice an evident increase in ROI and are able to build loyalty and generate revenue. The focus of B2B marketers is constantly on growing more long-lasting relationships with audiences and delivering results. The three main goals of content marketing have always been as below:

Building brand awareness

Informing or educating audiences and

Building trust

The above-mentioned points help secure your position in the B2B business, but it's equally essential to build subscribed audiences, maintain loyalty with customers, and generate sales & revenue.

Here are the steps to reach the right audience with the below-given B2B content marketing practices -

Content prioritization

Top content marketing performers create content based on the phases of the consumer journey. Catering to the audience’s needs is as vital as delivering solutions to their questions.

Expansion via other platforms

Emails, Social Media, and Website content are what all people do, and they are very effective ways to amplify reach, but a business should also focus on the points below -

Collaborating and publishing with a third-party website or asking guests to write for you

Increasing and leveraging media relations

Speaking and participating in events and webinars of relevant niche

Tailored communication

A considerable percentage of B2B customers expect personalized touch from organizations that wish to do business with them. They desire that content marketers should invest their time and effort in customizing content to suit the characteristics and preferences of B2B buyers.

Interactive content creation

Most B2B buyers prefer more dynamic and technology-driven content — which is better fitting and has a thought-leadership approach.

Takeaway -

It’s about time to stop thinking that content marketing initiatives are worth investing in only if they create a lead or an opportunity. The better the comprehension of audiences, the more a company can lean into data acquisition, which would subsequently offer a lot of insights about customers. These insights will help to reach out to new customers and maintain the current ones.

Do you wish to develop a content marketing strategy and execute it efficiently? We at OnDot Media are here to cater to your various lead generation and marketing needs. 

Read more: https://ondot.com/content-marketing/content-marketing-objectives-leading-to-success-in-b2b/

Also read:

How Effective Content Marketing Strengthens B2B Marketing Strategies

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How Effective Content Marketing Strengthens B2B Marketing Strategies

How Effective Content Marketing Strengthens B2B Marketing Strategies

Content has been in the world since people invented writing. Still, its efficient use in marketing strategies and its importance, have been discovered since the dawn of smart digital marketing and the massive use of the internet. Its efficacy in generating traffic and leads, and in driving engagement in B2B marketing is well-known now.  Content strategizing is an important part of any campaign…

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How Effective Content Marketing Strengthens B2B Marketing Strategies

https://ondot.com/content-marketing/how-effective-content-marketing-strengthens-b2b-marketing-strategies/Content has been in the world since people invented writing. Still, its efficient use in marketing strategies and its importance, have been discovered since the dawn of smart digital marketing and the massive use of the internet. Its efficacy in generating traffic and leads, and in driving engagement in B2B marketing is well-known now. 

Content strategizing is an important part of any campaign as it is economical, long-term, and flexible to be tailored as per the target audience.

Content marketing when done in the right way helps foster trust between the clients and business. In long term, it also helps to attract new clients and retain existing ones.

Quality content combined with an effective SEO strategy that appeals to the audience produces long-term results. The right content has a tremendous ability to attract organic traffic to the site without having to compete with ads for the top rankings. 

It is a frequent practice that marketers do - to combine the strategic and financial value of content into a single factor, which is campaign ROI. For example, a whitepaper with reliable information that the client is looking for is associated with financial value. Regardless, it acquires strategic importance as a downloadable component under the resource library section of the website.

Every piece of content is reusable and repurposable with a few relevant updates. A proper content marketing plan is the key to driving effective lead generation and demand generation campaigns. It has numerous advantages for businesses like helping in creating brand awareness, positioning, authority, and faith among probable buyers. Content strategy is a key factor that helps to set apart a company from its competition. Adopting the trending formats and tweaking the content as per the feedback of campaigns is the recipe for success of B2B marketing. 

If you are looking for a global-scale company that offers content marketing, lead generation, and brand enhancement services then we at OnDot Media can prove to be your right partner.

Read more - https://ondot.com/content-marketing/how-effective-content-marketing-strengthens-b2b-marketing-strategies/

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BANT Framework - The Recipe to Acquire Highly Qualified Leads

Several B2B sales methodologies help in effective lead generation, but BANT is one of the most popular ones and has lasted for many ages.

BANT (Budget, Authority, Need, Timeframe) is a sales methodology or framework that helps the sales representatives check whether a prospect fits ideally on the basis of the budget range, authority’s influence, how much they need the product/service, and delivery timeline. These points are essential to understanding the buyer’s persona as it becomes easier to strategize and contact actually interested leads.

So, how to use the BANT framework efficiently? Here are the key steps -

Understanding budget well

Checking the prospect’s expected ROI can give a fair idea of the budget but the expected ROI should also align with the budget. If it is the case then the client can qualify on the basis of budget.

Identifying the authorities

Knowing the stakeholders, their titles, roles, and priorities is essential in connecting with them. Deliberately contacting them online and offline will increase the chances of them converting into a customer.

Analyzing criticality of the problem

It is important to understand the gravity of the problem from the prospect’s perspective. There might be a need for a service or product but the priorities of the team and leadership differs and the leadership affects the decision-making process. This difference can create hindrances and affects the BANT sales process. ‘Urgent Need’ is the term we are looking for here.

Mapping the sales process timeline

With all the above mentioned details available, the only thing left to know is the buying and delivery timeline. Once it is fixed that the approval process is simple i.e. it doesn’t have much to and fro, then it becomes uncomplicated to plan and close the account. 

Besides these steps of the BANT framework, it is essential to stay in touch with the prospects and use digital tools to manage multiple client accounts.

At OnDot Media, we carefully implement different sales frameworks including BANT to generate highly qualified leads. If you are looking for a B2B lead generation and demand generation company to help you globally, look no further.

Read More - https://ondot.com/b2b-marketing/bant-framework-the-recipe-to-acquire-highly-qualified-leads/