“Todays buyer has unprecedented access to information enabling them to make informed buying decisions, short lists and determine the best fit for their needs without ever speaking to a seller. In fact, recent statistics from Sirius Decisions and Selling Power state that more than 50% of the buying process is completed before a buyer ever engages with a vendor or a sales rep.
If this is the case, one has to wonder why many organizations (especially sales people) still want to include BANT as part of their early stage lead qualification criteria? Dont get me wrong; I do believe that in any sales process a sales rep should discuss these key criteria with their prospects. However, this should come later in the sales cycle, once sales has defined some kind of relationship.
Here are a few reasons why BANT is not relevant for lead qualification.” READ MORE…
Source: The Annuitas Group