B.A.N.T.
Syst. d'Information - June 9th, 2016 by Mathieu WEBER
link http://www.dwsassociates.com/marketing-tools/b2b-marketing/b2b-marketing-tools/bnt-chart/
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.