How to Qualify B2B Leads with BANT Sales Methodology

   2021-04-22       25        Business
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With B2B lead generation services, one can develop a healthy sales pipeline and grow their business. BANT is one of the best lead qualification processes even after all these years.

With B2B lead generation services, one can develop a healthy sales pipeline and grow their business. BANT is one of the best lead qualification processes even after all these years.

B2B lead generation is known to be a godfather in B2B marketing.

In a B2B enterprise, we often encounter prospects in search of ‘ready to buy’ leads. Most often, these are termed as sales qualified leads (SQL) or qualified leads. Each lead has a different angle to understand and takes effort to convert them into qualified leads; however, most B2B enterprises get them using the BANT methodology to define qualification criteria.

Did you know?

·         A recruiter takes about 90 seconds to decide if a candidate is worth for an organization

·         A human being takes about 400 seconds to fall asleep

If sales representatives (sales rep) could close deals at such a rapid pace, then a quote (like above) would have also been made on those sales reps to give them glory and inspire similar others in the trade.

Unfortunately, closing a deal is a time-consuming process. But there is one thing you could do to improve this: ‘separating bad apples from the good ones’ in your sales pipeline. And that is what lead qualification delivers. It helps the sales team to focus on good leads by filtering out the low-quality leads.

There are so many options available to qualify a lead, but we will focus on one of the oldest sales qualification methods out there – BANT. After all, old is gold!

About BANT qualified leads

What is BANT?

BANT is a sales qualification methodology that allows salespeople to find a qualified lead in the form of its four primary elements – Budget, Authority, Need, and Timeline. A lead is thought worthy if it meets at least three of the four BANT criteria. IBM introduced this sales acronym.

When it was first launched, it was an instant favorite among salespeople for many reasons:

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Author Signature :


I've been advising and supporting B2B companies for over five years. I work with clients to evaluate major strategic issues and initiatives, develop effective business and marketing strategies, and implement operational improvement programs.In the B2B marketing space, my primary focus areas are lead generation, sales and marketing. Visit here; https://www.binarydemand.com/

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Binary Demand

Binary demand is a data science, market intelligence & Intent-driven marketing and sales support company that offers demand generation solutions to help you execute your sales and marketing strategies..


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