Jacco Van der Kooij has a great article up titled BANT Sales Qualification for a New Era. BANT (budget, authority, need, timeline) has been around for decades as a way to qualify sales prospects. Personally, I’ve used BANT for many years as it’s logical and a great starting point in the absence of a more specific methodology (most sales people don’t use any methodology). Only, Jacco argues that BANT needs to be modernized based on factors like SaaS being less of an upfront expense so budget isn’t as big of a concern as it used to be, decision making often goes through a process, as opposed to a specific person, and more. Here’s Jacco’s modern BANT with a new order:
- N = Need = Impact on the customer business
- T = Time-line = Critical event for the customer
- B = Budget = Priority for the customer
- A = Authority = Decision Process the customer goes through
Every entrepreneur needs to go read BANT Sales Qualification for a New Era right now.
What else? What are some more thoughts on modern BANT sales qualification?