Revisiting the BANT approach to Lead Scoring

BANT Acronym

Budget

Authority

Need

Time

Lead scoring software use these four elements as the benchmarks to qualify a prospect. The BANT score evaluates the prospect’s readiness for sale. 

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BANT Acronym

Lead scoring software use these four elements as the benchmarks to qualify a prospect. The BANT score evaluates the prospect’s readiness for sale. 

www.plugleads.com

Time Budget

AuthorityNeed

Budget

Does he have the required funds and budget to buy your offering?

Establishing this at the earliest stages will save the sales person

considerable effort.

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Authority

Does he/she have the permission to make Is your point-of-contact the decision maker? the purchase decision?If no, can your prospect connect you to the decision maker?

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Need

NeedIdentify the pain areas

how your solution

can resolve them

Sale

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Timing

Do you have information on the prospect’s

urgency in finding a solution?

What is the time frame

within which they are

looking to close the sale?

Do they have adequate time to

evaluate your solution?

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