Understanding the Sales Force

JANUARY 15, 2025

Last week, I noticed that people are still using this archaic and overly simplistic sales qualifying process, and too many are still writing about the benefits of BANT (Acronym for Budget, Authority, Need, Timing). The first page of this Google search reveals 10 articles written about BANT in 2024 alone.

Sales Process 173

Sales Process Lead Rank Lead Scoring Sales Qualified Lead 173

Salesmate

JUNE 5, 2020

Your typical sales pipeline serves one common purpose; help sales rep navigate the leads via various stages and turn them into paying customers. Apart from this, salespeople can easily visualize the stage of prospects inside their sales process. Then comes the sales funnel. What are the sales pipeline stages?

Pipeline 120

Pipeline Sales Qualified Lead Top of Funnel Marketing Qualified Lead 120

SBI

MAY 28, 2015

Sales has institutionalized many tenets since the time it became an organized profession in the late 1800’s. Qualify for budget, authority, need, and timing (B.A.N.T). A number of factors are affecting change on the sales process on both the buyer and the seller side.

BANT 50

BANT Sales Qualified Lead Quota Lead Scoring 50

Gong.io

SEPTEMBER 13, 2021

BANT – Budget, Authority, Need, Timing. The sales process is complex, and involves many customer touchpoints that can change quickly. Has the budget been raised? Has the prospect provided timing? And what does this mean for management? Are the decision-makers involved?

Pipeline 62

Pipeline Revenue Forecasting BANT 62

Klozers

JUNE 10, 2014

Qualifying Sales Prospects in B2B Sales has never been more important, given the longer sales cycles and the ever increasing cost of sales. Three months later despite the completion of the $25,000 of non-chargeable pre-sales work, the project has been shelved by the client.

BANT 48

BANT Prospecting Hotels Cold Calling 48

Partners in Excellence

SEPTEMBER 26, 2022

When our pipelines aren’t full, and our managers are harassing us, we cast a wider net. As a result, we fill our pipelines with marginal prospects–wishful thinking on our part, but people that have very low likelihood of ever needing our solutions. You will understand budget, authority, need, timing.

Ideal Customer Profile 71

Ideal Customer Profile BANT Pipeline Margin 71

Gong.io

JANUARY 5, 2019

Pain: Assess the buyer’s needs and determine how your solution can help. Budget: Assess the buyer’s economic situation (and whether they have the budget you need). Decision: Make a decision to qualify or disqualify the prospect, or choose to speak with more people before making that decision.

Sales Methodology 131

Sales Methodology How To Inbound Lead Rank 131