Lead Generation Job Aid

Qualification Criteria Question Guide Acme Software

BANT Criteria
Budget (B)
The prospect tells us there is or could be a budget created for a project OR the prospect has
made an enterprise software purchase sometime in the last 12 months
Authority (A)
There is at least one Contact that is interested in solving its [Problem] who is Director Level
or above. Also, we must have the contact info of the Decision Maker and either Acme
Software or our Contact has spoken to the Decision Maker about a potential project.
Need (N)
We have identified a specific problem and pain point.
Timing (T)
The prospect provides us with an understanding of a potential decision timeline,
understanding of an event, or expected time of when they want a solution in place.

Required for Qualification:Establish Need+1 other

Incorporating Guidelines into a Natural Delivery

The following are questions to provide guidelines on the types of questions that help the
Lead Development Representative (LDR) arrive at a successful and accurate view of BANT
with the contact. The LDR should work to incorporate these questions into their natural
delivery and not read this as a script. Incorporating these points is accomplished through
repetitive attempts, coaching, and by monitoring the success achieved uncovering
qualification points.
Dont Rush, Focus on the Dialogue
Its important not to rush into BANT questions. As a rule of thumb, the LDR should not
actively ask these questions until they are engaged in the dialogue with the prospect and
have offered to provide value-added resources and answers to their questions. Through the
discussion of how to aid the prospects needs, key BANT discoveries can be uncovered
through good listening.
Once the dialogue has started with the prospect, the LDR can begin to ask BANT questions,
but with a focus on the prospects needs and preferences. For example, rather than asking
When are you planning to purchase? instead ask What timeframe do you want to have a
solution in place for your team? which will launch additional questions that will help answer
the question. Plus the prospect will get the sense you are focused on their needs rather
than your own agenda.
Everyone has reached a point with a sales person where qualifying questions are asked too
early in the process and this can be a real turn-off. The mindset of the prospect is typically
negative and they start to shut down dialogue whenphrases such as Mr. Smith, do you
have authority to make a purchase? enters the equation.
There is a better way, and this guide offers tips and suggestions to be successful.

Lead Generation Job Aid

Qualification Criteria Question Guide Acme Software

Lead Generation Job Aid

Qualification Criteria Question Guide Acme Software
Suggested Dialogue
The opportunity to get answers to the BANT questions can arise from subtle opportunities in
the course of correspondence or dialog with the prospect. The following are examples of
ways to shape the conversation after a prospect makes a statement that leaves the door
open to a qualifying opportunity and to arrive at answers while continuing to build trust
through a two-way dialogue when qualifying:
BUDGET The prospect tells us there is or could be a budget created for a project OR the
prospect has made a major enterprise software purchase sometime in the last 24 months?
Prospect Statement
Selecting a solution for something
like this is a pretty big
undertaking.

Possible Question the LDR can Ask

It is certainly a complex process. Have you been
involved in enterprise software purchases of similar
size?
Follow-on questions:
o What was the approximate size of that
acquisition?
o How did you go about determining the
budget?
o What did the decision making process
look like?

I think that cost is probably going

to be a significant factor.

Yes, youre right. Cost can definitely be a factor here.

There are different pricing models. X and Y are
primary factors in determining costs.

Or

How can I help you with your decision making

process? Do you have what you need from a
budgeting perspective to start your evaluation of
solutions, or do you need assistance with determining
a budget?
There can be a lot of forces at play in making a
solution-based decision. What departments are
involved in this decision (Authority)? Whats your
process for evaluating software purchases of this size?
Have you established a budget for a solution and can
my team help you with cost justification?
It depends on a number of factors; A, B, and C.
Typically most projects I have seen are between $Xk to
$Yk. The sales team will work with you on the specific
price based on your environment and needs. Would
you like my team help you with your budgeting?

What do you need to know to give

me a price?
We do not have a set aside budget
for this year --- I dont have

Is there a secondary need that we need to keep in

mind that will help you unlock budget? --- for example,

Im going to have to run a few of

the technical (or other specific)
aspects of the product by a few
other people here.
Right now a big challenge for me is
making the business case.
I wont hold you to it, what is the
ballpark cost for a company like
ours?

Lead Generation Job Aid

Qualification Criteria Question Guide Acme Software
anything this year.
IT Contact: I dont have budget for
this expense.

our product is also used extensively for A, B and C.

Most our clients fund this kind of software through
their corporate X department. Have you discussed
availability of budget with thatdepartment.

AUTHORITY There is at least one Contact that is interested in solving its [Problem] who is
Director Level or above. Also, we must have the contact info of the Decision Maker and
either Acme Software or our Contact has spoken to the Decision Maker about a potential
project.
Prospect Statement
Well probably want to take a look
at [X].
(X = Features, ROI, Integration
with our systems, IT approval,
business case, etc.)
When we are looking to make the
final decision, [X] is probably going
to be a significant factor.
At this point we are looking to
gather some preliminary
information.

Possible Question
Are there a number of people on your team looking at
X?
How do approvals for software decisions like this work
within your company?

Can you send me more

information?

Are you preparing an RFP that you want us to help

with?

Or

What role does your department play vs. the role IT

plays in the decision?

We are evaluating solutions, can

you send me information?
[Decision Maker]asked me to
evaluate solutions.
The person who would be making
the decisions on this is probably
[Decision Maker].
No doubt about it, we could use
your product.
Im planning on taking this
information to [Decision Maker]
soon. Ive just got to get a grasp
on a few more things.

Is that final decision your responsibility, or is there

someone else that you look to for approval of your
decision?
We can certainly help with getting youthe information
that really applies to your specific situation. Are there
multiple departmentswith different points of view that
I should keep in mind when getting you more
information?

Are you looking for information on how to reduce cost

or increase efficiency?
Has [Decision Maker] asked specific questions that we
can help you with?
In your interactions with [Decision Maker], have you
found that [NEED] is top of mind for them?
Have you had a chance to gauge how [Decision
Maker] feels about some of the potential value we
have identified?
What can we provide that would help you in a
conversation.
Is there anything missing? Do you think you have
everything you need?
Before you finalize your research, do you want to meet

Lead Generation Job Aid

Qualification Criteria Question Guide Acme Software
with the local expert to dive into this a little deeper?

NEED We have identified a specific problem and pain point.

Prospect Statement
We have a lot of issues around
[Problems] right now.
We are experiencing [Pain].

Possible Question
Those do sound like some pretty compelling issues.
Our product can really help you improve cost and
efficiencies in addressing [Business Need]. Do you
agree?
What is the root cause of the problem are you trying
to solve for?
Is this a unique one-time event, or is this a regular
occurrence?

We are looking for feature [X]

Im just looking around and trying

to find a solution that is best for
us.
There wasnt a specific compelling
event, but theres definitely a
need.

[Note: the problem is broader] Yes, we have one of

the best offerings for X. Typically our customers use
our product for more than just X --- what do you do
today for Y and Z?
What was it that compelled you to look into our
product?
Is there an event, or a case or matter that is driving
the need to look at a solution now?
If you had to pick the one reason thats standing out
to you right now, what is that reason for pursuing
asolution?

TIMING The prospect provides us with an understanding of a potential decision timeline,

understanding of an event, or expected time of when they want a solution in place.
Prospect Statement
The way we are doing itright now
is not working.

Possible Question
Whats not working for you today?
[If we already have need] It sounds like the problem is
pretty time-sensitive for you to solve.
In what timeframe would you like to have a solution
implemented for your team? [Note: Be prepared, the

Lead Generation Job Aid

Qualification Criteria Question Guide Acme Software

Im getting pushed to get this

information as soon as possible.
Id like to discuss implementation.
How long does it typically take to
get something like this in place?

I would like to discuss

implementation how do I train
my team?

prospect will ask for average implementation lead

time to answer this question.]
In what timeframe are you looking to make a decision?
Absolutely. Was there timing you had in mind to start
implementation?
You can be up and running in X weeks. Typically our
customers require some level of implementation and
training. Our average implementation timeline is 2-4
weeks. Is there a timeline you are shooting for to
have this up and running?
We have a complete training program ranging from
on-demand self-training to classroom training to
custom onsite training. How quickly do you need to
be up and running?