What is BANT?
BANT is a lead qualification methodology that evaluates prospects based on four key criteria. Originally developed by IBM, it remains one of the most widely used frameworks in B2B sales.
Budget
Does the prospect have the financial resources to make a purchase? This includes both allocated budget and ability to secure funding.
Authority
Does the prospect have decision-making power or influence over the purchase? This includes identifying all stakeholders involved.
Need
Does the prospect have a genuine business need that your solution addresses? This includes understanding pain points and desired outcomes.
Timeline
When does the prospect plan to make a decision and implement a solution? This helps prioritize leads and allocate sales resources.
Why Use BANT?
Strengths
- ✓Simple and easy to understand
- ✓Proven track record across industries
- ✓Clear qualification criteria
- ✓Helps prioritize sales efforts
- ✓Works well for enterprise sales
Limitations
- •Can be too rigid for modern sales
- •May not work well for inbound leads
- •Doesn't consider emotional factors
- •May miss early-stage opportunities
- •Less effective for consultative selling