BANT
A qualification framework that checks four things: Budget, Authority, Need and Timing. IBM introduced it, and it still works as a quick filter on a first call. Its weakness is the order. Few buyers have money set aside for a need they haven't recognized yet, so ask about the need first and treat budget as something the deal can create.
More terms from Enablement
- Sales Enablement
- MEDDIC
- SPIN Selling
- Challenger Sale
- Solution Selling
- Value Proposition
- Elevator Pitch
- Objection Handling
- Discovery Call
- Buying Committee
- SDR (Sales Development Representative)
- BDR (Business Development Representative)
- Multi-Threading
Growth without the headcount.
Knowing the vocabulary is the easy part. In a free 30-minute call we look at what it would look like running on your stack.
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