Modern BANT Sales Qualification


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If you’ve worked in Sales in the past then you’ve heard of the BANT criteria as a way to qualify prospects. BANT (budget, authority, need, timeline) has been around for decades and many sales professionals like it for its logic and as a great starting point in the absence of a more specific methodology (most sales people  Read more

SaaS or On-Premises?


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  The infographic below perfectly illustrates the aspects to consider when determining whether to implement an On-premise or a Cloud SaaS Solution. Both options appear the same on the surface but, like most icy cubes, the real concern is what lies below. On the left hand side we see on-premise solutions, and while the original  Read more

Internet Has Made Your B2B Sales Process Outdated

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By:  Mike Moran  ~ I’m old. 30 years ago, I learned how IBM qualified leads for sales. At the time, I know now, it was unusual to even have a process for such a thing, but that is how IBM worked (and still does). Most B2B businesses did not have such a process and the  Read more

IT Spending is a Top Board-Level Priority

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By Chris Kanaracus  – IT and sales were tied as the top two priorities among board members surveyed this year by Gartner and Forbes Corporate boards are prioritizing IT spending as highly as investments in sales operations, according to research announced Monday by analyst firm Gartner. IT and sales were tied as the top two  Read more

Information Technology Spending to Hit $3.6 Trillion in 2012

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By QUENTIN HARDY  – Fueled by an accelerating move to cloud computing, and by a boom in associated telecommunications services, worldwide information technology spending is increasing somewhat faster than expected, according to industry analysts at Gartner. Over all, people will spend $3.6 trillion on information technology in 2012, the research firm said. This represents a 3  Read more