A marketing manager has to create qualified sales leads. There must be answers to questions that marketing can ask when the inquirer fills out a form on the web site, stops by a trade show booth, or completes a BRC from direct mail. There is no excuse from giving salespeople inquiries and leads without qualifying profile information (BANT is a start).
Dan McDade in his Linkedin Group: The Truth about Lead Generation is questioning the qualified lead issue and has 14 responses in just a few days. He has a survey going...go give your opinion or see what others say.
Buyer in target market willing to meet. 12 (42%)
Budget, authority, need, time frame 13 (46%)
Authority, need backed by trigger event 2 (7%)
Contract and pen in hand, 1 (13%)
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