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* Need - Is the business problem known? This includes questions like: What challenges do you face? What are the consequences of not solving these challenges? What is driving your interest in our solution? | * Need - Is the business problem known? This includes questions like: What challenges do you face? What are the consequences of not solving these challenges? What is driving your interest in our solution? | ||
* Timing - Is the timeframe in which the solution is needed known? This includes answering questions like: If this is a renewal, when is it due? When do start implementation? What is the urgency? When do you plan to make a decision? | * Timing - Is the timeframe in which the solution is needed known? This includes answering questions like: If this is a renewal, when is it due? When do start implementation? What is the urgency? When do you plan to make a decision? | ||
| + | ===Notes=== | ||
| + | The {{insert page}} approach was developed to qualify prospects in [[Link::t:B2B]] sales. Modern alternatives include: [[Link::t:NYC]] ([[t:NYC|NYC]]). | ||
{{object | {{object | ||
|name=Budget, Authority, Need, Timing | |name=Budget, Authority, Need, Timing | ||
A Term describing the criteria used to analyze the qualification status of leads in the sales funnel.
The BANT approach was developed to qualify prospects in Business-to-Business sales. Modern alternatives include: Discuss Contract Custom Solution (NYC).
Budget, Authority, Need, Timing