Transform Your Pipeline With This Tried & True Approach

Hey, it’s Chris

David asked me to fill in for him with today’s BoardSpire Newsletter.

I was thinking of how to best introduce myself to you all, but instead of providing a longwinded bio, I thought I would simply say, “I’ve spent the last 15+ years driving online growth.”

My focus?

Transforming business with data-driven strategies that unlock growth, streamline operations, and turn insights into actionable results!

Now I’ll present to you my version of “M&A From The Plane”…”Solve to Scale.”

But first, a quick moment to highlight today’s newsletter sponsor:

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Quality Over Quantity: Revolutionize Your Lead Generation with B.A.N.T.

Want better leads?

Here’s how to use the B.A.N.T. framework to supercharge your sales pipeline

Growing a business isn’t about the sheer number of leads you generate, it's about focusing on the ones that can actually convert.

That’s where the B.A.N.T. Question Framework comes into play. By asking the right questions up front, you can weed out the tire-kickers and zero in on the leads most likely to become paying customers.

Here’s a breakdown of how B.A.N.T. works and why it’s a game-changer:

B = Budget: Does this lead have the financial capacity to buy what you’re selling?

If someone has a $500 budget and your service costs $10K, you know early on not to waste time there. Asking about budget upfront helps you avoid awkward pricing conversations later and allows you to tailor your follow-up strategy.

A = Authority: You need to know if you're talking to the person who can make the final decision.

Whether it’s the CEO or someone lower in the chain of command, identifying their level of authority determines how you move forward. Are they a decision-maker or a gatekeeper? This helps you gauge how much effort to invest in nurturing the relationship.

N = Need: Not all leads have problems you can solve, and you need to figure out which ones do.

The "N" in B.A.N.T. is about identifying whether their issue is critical or just a minor inconvenience. Are they looking for an immediate solution or just browsing? You want leads who have urgent, solvable problems aligned with your offerings.

T = Timing: When does the lead intend to make a move?

Someone planning to buy next year is a different priority than someone with a budget to spend this quarter. If they have an upcoming product launch or a year-end budget to use, understanding their timeline is key to closing the deal.

Here’s the kicker... once you’ve qualified leads using B.A.N.T., you can prioritize and focus your energy on the ones most likely to convert. It’s about working smarter, not harder. Instead of throwing your resources at every inquiry that comes in, you can triage leads and engage with those who are a true fit for your business.

The B.A.N.T. Framework isn’t just a method to generate more leads, it’s a way to streamline your sales process, improve efficiency, and focus on deals that are ready to close.

Incorporate this into your lead qualification strategy, and you’ll not only increase your conversion rates but also save valuable time and resources by cutting down on dead-end conversations.

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Did you like what I shared in this week’s BoardSpire Newsletter?

I’d love to hear from you, so I’d appreciate your feedback in this quick poll:

Thank you!

Chris