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BANT

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A [[Term]] describing the criteria used to analyze the qualification status of leads in the sales funnel.
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* Budget - Does the lead or prospect have the ability to spend? This includes questions like: What is the budget for this? Do you have a current budget allocated for this? When do you plan to ask for budget?
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* Authority - Is the decision maker known? This includes answering questions like: How are purchase decisions like this typically made? Who makes the purchase decision? Who qualifies the solution?
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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?
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* 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?
 
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Latest revision as of 10:25, 3 August 2017

This page needs to be updated. Please participate in the discussion at the Budget, Authority, Need, Timing Discussion Page.

A Term describing the criteria used to analyze the qualification status of leads in the sales funnel.

  • Budget - Does the lead or prospect have the ability to spend? This includes questions like: What is the budget for this? Do you have a current budget allocated for this? When do you plan to ask for budget?
  • Authority - Is the decision maker known? This includes answering questions like: How are purchase decisions like this typically made? Who makes the purchase decision? Who qualifies the 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?

Budget, Authority, Need, Timing