BANT: A Dead Easy Method for Sales Qualified Leads

What does BANT stand for?

The BANT stands for Budget, Authority, Need, and Timeline.

A lead that meets at least three of the above four BANT criteria is considered workable,
though each sales team may decide what a workable lead looks like for them. If the
potential customer doesn’t have the funds to purchase your product, they most likely aren’t
a qualified opportunity.

Budget: The value your viewpoint has placed on your service

It's always a wonderful day when a forecast budget is completely in line with the actual
cost, but there are many cases where it's just not going to work out that way. Sometimes
their budget is based on what they in person feel the value should be. Sometimes it's
based on interactions they've had with your competitors. Sometimes they don't have a
budget at all, which may be an indicator they're not a serious buyer.

How budget enables your sales team: Asking the right questions and getting to the
bottom of a forecast budget enables you to develop a sense of their qualification. If the
budget doesn't line up with the cost of your solution, it may not be a match. But use best
judgement here, because sometimes they can still be won over.

Why Use BANT?

 BANT forces Sales, Management, and Marketing, to ask hard questions.

 It also helps determine where efforts should be focused to develop leads and
opportunities.
  BANT forces Marketing to generate better than average leads.

Wrap Up: Ready to get started?

It’s not as simple as just saying “We use BANT. Go BANT”. First, Sales and Marketing need to
have the same opinion a BANT lead is a qualified lead ready for Sales. A formal SLA between
Sales and Marketing indicating how many leads will be passed per month should also be
developed. Then, you have to train your SDRs and Sales has to create lead object custom
fields and validation rules.

BANT was a advance in the process of sales. It’s standing as one of the best sales
qualification frameworks even today. So the key is to reinvent BANT to fit into the modern
sales process, which lies in the skill of the sales representative to every time innovate and
adapt the change trends.

Do you think you have what it takes to BANT your way to sales reputation or Are you
stuck in finding how to reintroduce BANT Leads? Reach us now by simply visiting our
website
Manlithic.com