Smashmouth B2B Blog: Sales & Marketing Demand Gen

Out of Office Responses - Lead Gen Tip Gold Nugget

Posted by Michael Damphousse

lead gen tipsIt's summer, and just because your lead is out of the office, does not mean they should be crossed off your list.  When receiving an out of office or away on vacation email response, you get a lot more than just an email you want to delete.  You can get lead gen nuggets.  For example, you just emailed your contact to set an appointment and you get a response similar to this:

Thank you for your email. I am currently away from the office on vacation with limited access to email.  I will return on Monday, June 24. 

For immediate needs, please contact the following:
--With career opportunity questions, please email jobs@acme.com
--With questions regarding Sales Operations, please email Linda at linda@acme.com 
--With other urgent administrative issues, please email my assistant Jessica at jessica@acme.com

Tom Shannon
VP Infrastructure and Operations
978-555-1324 direct
978-555-1212 cell 

You have just received two other contacts that are relevant to your pursuit of the prospect.  You know a responsible person, albeit no title--but LinkedIn can help with that, with Linda.  You have his assistant, great for trying to reach him when he's not responding. And you have his cell number, which you didn't have before.  Contact Linda and Jessica, see if you can't work some magic and drum up a conversation.  Never know what they may share.  "Hi Linda, I've been tryhing to reach Tom and I know he's out this week.  Maybe you can help me..."

Take advantage.  Save this information.  Use it.

And don't forget, when you reach Tom next week, reference your email and ask if he was away on vacation or business.  Get a conversation going because we all know...selling doesn't start until a conversation starts with the prospect.

 

Tags: demand gen, lead gen, b2b appointment setting

BANT is Dead -- Find the Authority

Posted by Michael Damphousse

BANT Budget Authority Need Timeframe ANUMBudget, Authority, Need, Timeframe (BANT) qualification is scrambled and outdated.  Having budget was important in the days of "Our contract is up for renewal next year, we need budget".  But with so many new products and technologies flooding us, from evangelical to emerging to faster and better, Budget not only doesn't exist, many times those with Authority don't even know they have a Need or that they need it now.

Granted, as the sales process advances, you would hope Budget is being allocated so that the decision maker with Authority can solve their Need in a Timely manner.  But read the beginning of that sentence..."as the sales process advances".  There is no place for BANT in a lead gen scenario, it is for later in the sales cycle.  BANT is dead as it pertains to Lead Gen.  I'm singing the praise of Ken Krogue and company at Insidesales.com with ANUM -- it all starts with Authority!

I've been known to say "The sales process doesn't start until a conversation with a prospect does". And in Lead Gen, especially b2b appointment setting, the goal is to get the conversation started.  Finding the decision makers and influencers are half the battle, then getting the conversation started is the other half. Just make sure to identify the proper prospect, one with Authority, and then have a valuable conversation that brings value to that prospect and helps them see the Need you want to fill.  If they have the Need, a real Need, they will feel the Urgency to then justify the decision and get the Money for the project.  

ANUM:

<-- Lead Gen & Research
Authority
<-- Appointments & Conversations
Need

Urgency

Money

Thank you Ken!

ps. Check out the Inside Sales Virtual Summit on June 20.  Never before have I seen so much Inside Sales knowledge flowing for one day.

Tags: marketing, sales, demand gen, lead gen, appointment setting, sales2.0, b2b appointment setting