B2B Lead Roundup: Class 2 Quiz

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B2B Lead Roundup: Class 2 Quiz - Quiz


Why BANT is a Dirty Word with Dan McDade
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Questions and Answers
  • 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:

  • 2. 

    Salespeople feel more productive when they share prospecting duties. 

    • A. 

      True

    • B. 

      False

    Correct Answer
    B. False
    Explanation
    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:

  • 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:

  • 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 departments
    Explanation
    Under ideal circumstances, a single person—with authority over both departments—will oversee the creation of a lead definition.

    Rate this question:

  • 5. 

    The better a lead's title, the better a lead.

    • A. 

      True

    • B. 

      False

    Correct Answer
    B. False
    Explanation
    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.

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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 loss
    Explanation
    Your best prospect is a lead who believes a lack of action will lead directly to loss.

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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 D
    Explanation
    While authority and need remain critical to lead qualification, budget and timing actually matter less.

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  • 8. 

    You should ask leads about the other companies competing for their business.

    • A. 

      True

    • B. 

      False

    Correct Answer
    A. True
    Explanation
    It might feel out of order, but it isn't—learn whom you're up against by asking whom you're up against.

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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 above
    Explanation
    Marketing automation is a game changer that gives you insight to a lead's behavior.

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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. False
    Explanation
    Sales will reject leads for a number of reasons—some of which aren't definitive.

    Rate this question:

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