Should a prospect have a real budget for your services to be considered a lead/opportunity qualified to unleash your sales attack dogs, sorry I meant 'trusted advisors', of course.
Well, according to this Marketing Sherpa chart, 77% of marketers seem to pass leads to markerting that don't have a budget.
No frigging budget, dude!
Makes you wonder what qualifies for a lead in 2011?
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1 comment:
Actually, there's a contrarian point of view that's worth considering. By the time your prospect has a formal budget for their project, it's likely that they will already be in touch with vendors and you may be late to the party. Focusing on opportunities that have a business-critical need and on champions who have authority and access to finance, even if a formal budget doesn't yet exist, is often a smarter option. You're likely to be in much better position to help shape their needs and criteria.
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