Static and Dynamic Scoring
There are two types of scoring: static and dynamic scoring.
Static scoring refers to items (company size, company industry, individual department, and position) that change very little over a period of six months to one year.
Static Scoring
【Target Company】
・ Size (sales, number of employees, etc.)
・ Industry (type of industry)
【Target Audience】
・Department
・Title
Dynamic Scoring
Dynamic scoring refers to items that change over a short period of time, such as one month (e.g., responses to exhibitions, seminars, URL clicks in e-mail messages, telemarketing responses, and inquiries from the Web).
・ Event
・ Promotion
・History
By using these as the scoring calculation indicators, significant cost and activity time reductions can be achieved.
An important dynamic indicator in this history is BANTC.
BANTC
B=Budget
A=Authority
N=Need
T=Timeframe
C=Competitor
By using these methods and continuing to contact prospects regularly, you can make a deal. In our experience, it is easy to get a lead if you know about two types of BANTC.
BANTA
Last month, our UK marketing partner came to Japan, and we were talking about various lead generation topics when the subject of BANTC came up.
In the UK, they are using BANTA.
The final A in BANTA is the A in Attitude. It refers to the caller’s attitude, whether cold, warm, or nasty, which is kept in the caller’s call history so that tactics can be developed when making the next call.
At our call center, we train callers to guess the age and position of callers by their tone of voice and inflection, and also to keep a note of the above attitude.
▼Learn more about TIPS for Inside Sales
As a result, we can try various strategies when we take over or when we make a call while looking at the past history.
IAD provides quality lead generation services based on our experience with more than 3,000 projects. Please feel free to contact us for more information.
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