Revisiting the BANT approach to lead scoring
Transcript of Revisiting the BANT approach to lead scoring
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Revisiting the BANT approach to Lead Scoring
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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.
www.plugleads.com
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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
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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.
www.plugleads.com
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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?
www.plugleads.com
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Need
NeedIdentify the pain areas
how your solution
can resolve them
Sale
www.plugleads.com
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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?
www.plugleads.com
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