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By: Ryan Strandin

by Ryan Strandin September 15, 2015

Future Telling with Leading Indicators

Every sales manager is trying to predict the future. Having accurate sales projections through the entire sales funnel is the best way to know if the sales team is on track, but many organizations aren't tracking what they need to in order to be accurate. Visibility into the activities and events happening throghout the funnel allows for action to be taken well before missing revenue or bookings targets. A leading indicator is a measurable metric that can be used to predict future sales success, making it the best way for any sales manager to keep their team on track.

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by Ryan Strandin August 24, 2015

Why a Sales Funnel is Vital for a CEO

Without the right information, decision makers risk disasterous consequences. CEOs have a very special role in that they must orchestrate many different elements of the business and plan years into the future. In any budgeting equasion, it is critical to understand how much money is coming in, and when. A CEO needs to understand the sales funnel so that they can plan into the future and adaquately 

 

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by Ryan Strandin August 20, 2015

BANT for the Sales Team

The use of BANT in the sales department, is different than “BANT for lead generation.” If you are not familiar with BANT, please refer to “Intro to BANT” for a refresher. The sales department has the responsibility of qualifying leads in all four qualifications: Budget, Authority, Need, and Time. The more effective they are at this, the more effective they will be in qualifying their opportunities.

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by Ryan Strandin August 19, 2015

BANT for Lead Generation

If your company has a lead generation division, then you have heard the sales department complain about the leads. That there are not enough, or the ones they do get are not good enough. The phonebook has every lead you need, but it is all about finding the right balance of quality and quantity. In our experience, this is where BANT makes a tremendous impact.

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by Ryan Strandin August 14, 2015

Using BANT in your CRM

If you are not familiar with BANT, please read “Intro to BANT” and “Getting to BANT” before continuing. Pairing BANT with your CRM system fosters two vital changes to your organization that will help improve efficiency and effectiveness. Using the BANT systemin the CRM changes the mindset of the sales reps, and provides significantly more visibility for management.

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by Ryan Strandin August 12, 2015

Getting to BANT: What Questions to Ask

Sales_Result_BANTFor those of you who do not know what BANT is, it stands for Budget, Authority, Need, and Time. If you are not familiar with BANT, or need a refresher, I suggest you read “Intro To BANT” before continuing. In this article, I am going to cover some great qualifying questions for each of the categories, and why they are effective.

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by Ryan Strandin August 7, 2015

Intro to BANT

Every company with outbound sales has developed a method of blueprinting. They vary greatly in complexity, but at the most basic level can be simplified to a four letter acronym, BANT. The acronym BANT stands for Budget, Authority, Need and Time. If a customer has these four things, they are considered a “qualified lead” and get entered into the sales process.

BANT - Budget

Many outbound reps have trouble determining if the lead has budget because they are afraid to ask, but it is one of the most important things to know. If the lead does not have enough money to buy your product, it does not matter how well you build value because they will never end up being a customer.

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by Ryan Strandin August 5, 2015

Working Backwards to Hit Revenue Goals

Setting goals is vital to success, but working hard and crossing our fingers is not a strategy.  A quality organization needs a plan that is numbers based, and starts with the goal in mind. Below is an example of how to analyze a basic system so that a sales manager can make the most informed decision.

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by Ryan Strandin March 31, 2015

Sales Messaging Strategy Consulting - Products

This is the second installment in the Sales Messaging Strategy Consulting series, emphasizing the alignment of sales messaging with product development. I cannot emphasize enough how important it is to align selling strategy with sales messaging. The three ways to win in a market are by being the dominant price leader, intimacy leader, or feature leader. If you are unfamiliar with these terms, I invite you to learn more in our BLOG library. Once you know which category your company is best suited to compete in, every part of your corporate strategy needs to match: Sales, Marketing, Product, Customer Service; Everything.

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by Ryan Strandin March 30, 2015

Sales Messaging Strategy - Marketing

What do train tracks, kitchen drawers, and sales messaging have in common? If they aren't aligned, they don’t work.

I cannot emphasize enough how important it is to align selling strategy with sales messaging. The three main was to win in a market are by being the dominant a price leader, intimacy leader, or feature leader. If you are unfamiliar with these market strategies, I recommend you first read our explanatory in The Right Sales Messaging. Once you have picked which category your company is best suited to compete in, every part of your strategy needs to match: Sales, Marketing, Product, Customer Service; Everything. In this article we are going to discuss how this strategy needs to be applied to marketing efforts.

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