B.A.N.T.

Here is a system for ranking leads based on the B.A.N.T. criteria. If you are not familiar with the B.A.N.T. criteria, it is a method of assessing the quality of prospects and tracking them through the sales qualification process.

B.A.N.T.

• B = Budget
• A = Authority (meaning decision maker)
• N = Need (prospect has a problem / need for your solution)
• T = Time frame (prospect has a time frame for solving their problem / making the purchase decision)

The following table describes one version of the B.A.N.T. process used to determine the quality/stage of a prospect. The four categories are standard. What may change is the how a company breaks out time frame for making the purchase decision and how they contact the prospect.