“Scalable, predictable revenue growth.”

A very common qualifying matrix that has been used for many decades is BANT. BANT stands for “Budget, Authority, Need, and Timing.”

Buyers get annoyed with the interruptive tactics referred to in the first two sets of questions. At HubSpot, we call these tactics “outbound marketing.” Outbound marketing just doesn't work anymore. Buyers dislike outbound marketing so much that they actually invest in technology to keep these tactics out of their lives. Buyers

This “ride-along” approach to sales training is very common in the industry. However, the approach concerns me, especially as it relates to the conclusions that Sam is drawing from the experience.

Besides the commission plan, there was another important element of the sales compensation structure: a formalized career growth plan.

Flip the Demand Generation Formula—Get Buyers to Find You

As we'd walk through their plans for each salesperson, I'd ask them three questions: What skill will you work on this month with this salesperson? How did you decide on that skill? What is the customized coaching plan you will use to develop the skill?

As we have discussed in this chapter, selling to an inbound lead requires a new set of skills. For this reason, specializing the members of your sales team by the types of leads they cover (inbound versus outbound) is a good idea.

We came up with an improved matrix that better summarized the discovery approach our most successful salespeople were taking with potential buyers. We called this qualifying matrix GPCT (Goal, Plan, Challenges, Timeline). Here are the details: Goal: The business goals around which the prospect's company is rallying. As my mentor John McMahon once