The four criteria sales reps use to qualify prospects. A common tool for sales professionals to help determine whether their prospects have the budget, authority, need, and right timeline to buy what they sell.
B = Budget: Determines whether your prospect has a budget for what you’re selling.
A = Authority: Determines whether your prospect has the authority to make a purchasing decision.
N = Need: Determines whether there’s a business need for what you’re selling.
T = Timeline: Determines the time frame for implementation.
The BANT formula was originally developed by IBM several decades ago. We don’t think BANT is enough anymore: Learn more about the qualification criteria.
