Coined by IBM in 1960 BANT is a simple framework for identity qualifying leads in a B2B setting. (ibm.com).

As a marketer BANT is vital for qualifying leads. The more you can qualify a lead the more sales you'll make its that simple.

Budget – Do they have the money to be able to pay for what you're offering ?

Authority – Are you communicating with a decision- maker ?

Need – Do they feel that they need your help ?

Timing – Is this something they want now ?

Lead gen qualification was something I previously overlooked. Have course I used targeted leads. But I should have considered whether or not the prospect felt they had a problem and their perception of it.

Long sales processes resulted in no sales for me. I advise that you only prospect businesses who have an immediate need of your speciality.

The sales process can be difficult. However with framework such as BANT, SWOT, and 7P's marketers can have an easier time closing clients.

Reference

https://www-2000.ibm.com/partnerworld/flashmovies/html_bp_013113/html_bp_013113/bant_opportunity_identification_criteria.html

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