Posts

Troubled Telco's

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When 7 out of top 12 Telco's are in zone of trouble, then its easy to make out that industry has some challenges to tackle.

GFC - 2 In Making..

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This is what forthcoming GFC - II is about in a single snapshot.

Internet Trends 2011 by Mary Meeker, Partner at KPCB

KPCB Internet Trends 2011 View more presentations from Kleiner Perkins Caufield & Byers

How to Qualify Sales Lead and forecast Sales Target

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Sharing my thoughts on how to qualify leads and forecast target. Over the years, I have successfully used the BANT framework across the Waterfall Model of Funnel. Let's look at the stages of Stage 0 (Demand Generation) Inquiry  - via a demand generation campaign like email/social media/webinar etc. or a sales rep. driven I'm not sure how you have got these 22 leads. From here, 22 prospects needs to be qualified along with 3 existing qualified leads to be sure. Stage 1 (Lead Management) Awareness - customer says do I have a problem, root problem /or a symptom of a problem Exit criteria - Marketing Captured Lead (MCL) which is data requests like  decisions makers, address, email, employees and other details of an organisation Stage 2 (Lead Management) Consideration - mean buyers say I have a problem and a need Exit criteria - Marketing Qualified Lead (MQL) -  BANT 1 can be used to exit to the next stage  Stage 3  (Lead Management) Engagement  - m