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BANT

Does it still work?
Attached poll
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๐Ÿ‘‘ Sales Strategy
โ˜‘๏ธ Qualification Calls
3
Soiboi
Politicker
+5
Account Executive, EIAS/Compliance
Bit of both, it's old af but it's just record keeping good information.... Really I never bring any of this up until later besides economic/technical buyersย 
ARRisLife
Politicker
+3
Account Executive
I think the answer is somewhere in the middle.


There's a ton of different methodologies but they're all trying to go towards the same thing; qualification.


This used to be strictly followed at my org from a BDR/SDR standpoint but we have to recognize buyers aren't always going to give you everything. For example, budget- this is one that's always been a struggle for people. No experienced buyer is going to tell you what their budget is, for my company it's more important to figure out if the project or initiative is actually funded, I sometimes ask that or probe around is this something you're building a business case for in order to secure funding from leadership. Reason being if it's the latter we have and can help build these types of business cases ect ect.

In the end regardless of what methodology you want to use the basis of the BANT questions are still relevant to figure out early on to ensure you're not spinning your wheels on a window shopper.


saleshuman
Old School Bravo
VC
The problem with any of these acronyms is that they force rigidity and mechanization of what's supposed to be a back-and-forth conversation. When you feel the cringe-worthly checklist of a junior seller walking through the boxes in sfdc without any regard to the answers the prospect is giving, I think forcing them to follow one of these methodologies can shoulder part of the blame.ย 
Ba
Bandido
Politicker
+3
Client Director
As long as you can expand on each question it definitely still "works".......Plus when you think about it, every other methodology is truly just BANT with almost "sub-sections" within each BANT letter..
thegentleninja
Praised Answer
+1
SDR
I feel like it is one of the "roots" or "foundation" from where we all started which we indirectly apply as we evolved over the years with new strategies, tactics, and techniques.ย 
Captain_Q
Arsonist
+8
Sr. Account Executive
BANT should naturally be uncovered during the typical qualification process.
CadenceCombat
Tycoon
+13
Account Executive
Agreed @Captain_Q

BANT isnโ€™t a complete blueprint on how to qualify a lead... Itโ€™s just an acronym for 4 very prominent aspects that shouldnโ€™t be ignored during qualification...

Personally, I only need to confirm 2 things to know a lead is real.

1. Pain
2. Stakeholder engagement
wHaTyAgOtCoOkInG
Catalyst
+4
Account Executive
Theres so many. Our company tries for a bastardisation of MEDDIC
Goldleader
Good Citizen
Senior Sales Manager
In complex deals you need to uncover a lot more than BANT, but without those basic pillars you probably don't have much of a deal.
1
Does BANT work?
Question
7
2
BANT Works?
Discussion
6
Do you like being BANTED?
km
+59
kmelnichenka , ย  Broncosfan , ย  washedD1soccer ย  and 59 people voted
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29
Most essential qualifying question you ask according to BANT?
Question
67
BANT or no BANT that is the question.
Un
km
+186
UnTalOden , ย  Jesterlord , ย  kmelnichenka ย  and 186 people voted
*Voting in this poll no longer yields commission.