B2B Lead Roundup: Class 2 Quiz
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Why BANT is a Dirty Word with Dan McDade
Try this quick quiz for fun! See what you've learned. When you're finished, we will email you a brief score summary. But your answers will NOT be stored for future access through our website, so please be sure to print the report at the end, it you would like to hold onto it.
- 1.
In an optimized lead gen program, what's the minimum percentage of leads that should be sales qualified when they go to sales?
- A.
40%
- B.
60%
- C.
80%
- D.
100%
Correct Answer
D. 100%Explanation
In a fully optimized program, sales will almost never receive a lead that isn't sales qualified.Rate this question:
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- 2.
Salespeople feel more productive when they share prospecting duties.
- A.
True
- B.
False
Correct Answer
B. FalseExplanation
Your salespeople want to close deals. The more time they spend looking for new customers, the less time they have for deal making.Rate this question:
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- 3.
A fully optimized lead gen program can increase close rates by:
- A.
50%
- B.
500%
- C.
100%
- D.
1000%
Correct Answer
B. 500%Explanation
It's an astounding number—when your lead gen program runs at peak efficiency, you can boost close rates by 500%.Rate this question:
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- 4.
Who should oversee the process of creating a lead definition?
- A.
A committee of stakeholders
- B.
The heads of the sales and marketing departments
- C.
An exec with authority over the sales and marketing departments
- D.
The CEO
Correct Answer
C. An exec with authority over the sales and marketing departmentsExplanation
Under ideal circumstances, a single person—with authority over both departments—will oversee the creation of a lead definition.Rate this question:
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- 5.
The better a lead's title, the better a lead.
- A.
True
- B.
False
Correct Answer
B. FalseExplanation
While a title often indicates a person's ability to make a decision, some leads with lesser titles exercise significant influence on the purchase process.Rate this question:
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- 6.
The best lead:
- A.
Sees an opportunity for improvement
- B.
Is worried about loss
- C.
Sees a perceived risk of deterioration
- D.
None of the above
Correct Answer
B. Is worried about lossExplanation
Your best prospect is a lead who believes a lack of action will lead directly to loss.Rate this question:
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- 7.
Which element(s) can you disregard from the traditional BANT formula :
- A.
Budget
- B.
Authority
- C.
Need
- D.
Timing
- E.
A and D
- F.
B and C
Correct Answer
E. A and DExplanation
While authority and need remain critical to lead qualification, budget and timing actually matter less.Rate this question:
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- 8.
You should ask leads about the other companies competing for their business.
- A.
True
- B.
False
Correct Answer
A. TrueExplanation
It might feel out of order, but it isn't—learn whom you're up against by asking whom you're up against.Rate this question:
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- 9.
With marketing automation, you can monitor whether a lead has:
- A.
Downloaded content like whitepapers
- B.
Visited pricing pages at your website
- C.
Engaged with your company through a trial
- D.
All of the above
Correct Answer
D. All of the aboveExplanation
Marketing automation is a game changer that gives you insight to a lead's behavior.Rate this question:
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- 10.
It doesn't make sense to re-qualify a lead that sales has already rejected.
- A.
True
- B.
False
Correct Answer
B. FalseExplanation
Sales will reject leads for a number of reasons—some of which aren't definitive.Rate this question:
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