Operationalize BANT Sales Qualification Methodology in Salesforce

ClosePlan Provides Out of the Box BANT Scorecards and BANT Reporting

ClosePlan BANT Scorecards ensure you focus on opportunities worth pursuing. BANT Scorecards help sales quickly identify if a deal is qualified at a base level.

Below is a screenshot of BANT live in Salesforce.

What is BANT? BANT was created by IBM as a way to quickly qualify leads. BANT is proven sales qualification methodology. BANT is an acronym for budget, authority, needs, and timeframe.

BANT is very straightforward and asks salespeople to consider the following:

BUDGET - Does the prospect have the budget required to purchase your product or service? While funds may be available, larger purchases are often associated with a business case. Qualifying budget availability is a good starting point.

AUTHORITY - Does the prospect have the authority to make a purchase. Or are able to direct you to the people who have that authority? As a note, large enterprise prospects have a more distributed authority.

NEED - Do they have a specific business pain your product or service can solve or address?

TIME-FRAME - Does the prospect have a clear time-frame related to a potential purchase?

When should I use BANT? BANT is a very effective sales qualification methodology for transactional sales or qualifying at the top of the funnel.

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BANT was created by International Business Machines Corporation. ClosePlan is not affiliated with or endorsed by International Business Machines Corporation.

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