Definition
BANT (Budget, Authority, Need, Timeline) is a popular sales qualification framework used by salespeople to identify and prioritize the most promising leads. Developed by IBM, this methodology helps determine if a prospect has the necessary resources and intent to become a customer by asking questions related to four key criteria:
- Budget: Does the prospect have the financial capacity to buy?
- Authority: Is the person you’re speaking with the decision-maker?
- Need: Does the prospect have a genuine business problem that your solution can solve?
- Timeline: When is the prospect planning to make a purchase?
Examples of BANT Questions
- Budget: « Have you allocated a budget for solving this particular challenge? » or « What are you currently spending on this process, and what would be the financial impact of improving it? »
- Authority: « Who else on your team will be involved in the evaluation process? » or « Could you walk me through your company’s typical decision-making process for a purchase like this? »
- Need: « What are the biggest challenges you’re currently facing with X? » or « What would be the consequences if you don’t address this issue in the next six months? »
- Timeline: « What is your ideal timeline for having a solution in place? » or « Are there any upcoming events or deadlines that are driving this project? »
Advantages/Benefits
- Improved Lead Qualification: Provides a simple and effective structure for determining if a lead is worth pursuing, ensuring a higher quality pipeline.
- Saves Time and Resources: Helps salespeople quickly disqualify poor-fit leads so they can focus their energy on opportunities that are more likely to close.
- Better Sales Forecasting: By understanding a prospect’s timeline and budget, sales teams can make more accurate revenue predictions.
- Standardized Process: Creates a consistent and repeatable qualification process that can be used across the entire sales team.
Related terms
- Lead Qualification
- Discovery Call
- SQL (Sales Qualified Lead)
- MEDDIC (another qualification framework)
- Sales Process
- Pain Point
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