Summary
Traditionally, a combination of BANT (budget, authority, need, and timeframe) has been used to determine whether a prospect is ready for greater sales attention. For several reasons, the need dimension has emerged as the most important element in this acronym, doing the best job of cutting through an often-confusing set of factors and clarifying direction for a rep or channel partner. In this report, we will deconstruct BANT to illustrate the dominance of need, explore the concept of preordained need, and provide a process to aid in qualifying when preordained need is aligned and when it is not.
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