Lead qualification has been done by marketers following the concept of BANT, and the sales department use the process of scoring, then a lead is considered a qualified lead.

Question

BlackTom AI · Accepted Answer

The statement combines two common B2B lead management ideas and then makes a claim about when a lead becomes qualified.
Option 1 (True): This would assert that marketers use BANT to qualify leads and that sales uses scoring, with a lead becoming qualified as a result. While BANT is a famous framework (Budget, Authority, Need, Timing) used to assess fit, and scoring is a common sales/marketing practice, the blanket claim that a lead is automatically considered qualified after scoring is oversimplified. In practice, marketing often passes a lead to sales as a Marketing Qualified Lead (MQL) based on scoring and BANT-like criteria, but a lead being “qualified” can depend on organizational definitions (e.g., MQL vs SQL) and may require additional criteria or human validation. Therefore, labeling the entire statement as universally true would ignore these nuances.
Option 2 (False): This option flags the potential mismatch in roles and timing. Specifically, it highlights that:
- Marketing often performs initial qualification using scoring and criteria inspired by BANT, not necessarily exclusively “following BANT” as a rigid rule.
- The sales team may use scoring to prioritize leads, but qualification status (e.g., when a lead becomes an MQL or SQL) is not universally defined as simply being “qualified” after scoring; it can require continued validation, engagement, or meeting multiple thresholds.
- The statement assumes a single, fixed handoff and a single definition of qualification, which is not consistent with many modern demand-gen practices where qualification stages and ownership can vary.
Option 3 (Other considerations): It’s worth noting that some organizations would consider a lead qualified once it meets scoring thresholds and passes BANT-like checks, while others require additional criteria or a formal handoff milestone. The variance across teams means the phrasing of the statement may not be universally correct, supporting the classification as false in many real-world setups.
Option 4 (Summary of reasoning): In short, the main issue is the overgeneralization. Qualification is often a staged and criteria-driven process with both marketing and sales contributing, and “scoring” alone may not definitively brand a lead as qualified without alignment on definitions and handoff milestones.

MKT3490W02 Final Exam - MKT 3490- Requires Respondus LockDown Browser

Lead qualification has been done by marketers following the concept of BANT, and the sales department use the process of scoring, then a lead is considered a qualified lead.

查看解析

登录即可查看完整答案

类似问题