BANT
A lead qualification framework assessing Budget, Authority, Need, and Timeline.
BANT is a classic lead qualification framework that evaluates prospects based on four criteria:
**B - Budget** Does the prospect have the financial resources to purchase? Questions to ask: • What budget has been allocated for this project? • How are purchase decisions typically funded? • What's the approval process for this budget range?
**A - Authority** Are you speaking with a decision-maker? Questions to ask: • Who else is involved in this decision? • What's the typical decision-making process? • Who has final sign-off authority?
**N - Need** Do they have a problem you can solve? Questions to ask: • What challenges are you trying to address? • What happens if this problem isn't solved? • What would success look like?
**T - Timeline** When do they plan to make a decision? Questions to ask: • When are you looking to have a solution in place? • What's driving that timeline? • What other priorities compete for attention?
**BANT Alternatives:**
Some consider BANT outdated for modern B2B sales. Alternatives include: • **MEDDIC**: Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion • **GPCTBA/C&I**: Goals, Plans, Challenges, Timeline, Budget, Authority / Negative Consequences & Positive Implications • **CHAMP**: Challenges, Authority, Money, Prioritization
Related Terms
Sales Qualified Lead (SQL)
A lead that has been vetted by sales and determined to be ready for direct sales engagement.
Sales Development Representative (SDR)
A sales team member focused on qualifying leads and setting meetings for account executives.
Buying Group
The collection of stakeholders within an organization who are involved in making a B2B purchase decision.