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Post by TheBoubs on Jan 21, 2016 16:09:52 GMT
Hi Folks, Lately I've been trying to really figure out what is a solid, definable, and repeatable way to determine whether a lead discovered by a BDR is worth paying them or not? Here's a great read to give some perspective, and I'd love to hear your thoughts. Why Good Sales Teams Have Stopped Using BANTThanks! |
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Post by Archiballin on Jan 21, 2016 18:46:30 GMT
"BANT: But it was created by a software company at a time when IT was highly priced and innovators and early adopters formed the bulk of their market: they would sell a small number of high-priced items to a hardcore customer base of technology enthusiasts."
I think this is a great point in the closing end of the article. We are very much like IBM where our technology is sought after for ways of improvement and efficiency. Although BANT could be corrected to more of;
Budget : Not amount but rather knowing the procurement process ie. business case, CEO approval. Knowing the method of funding, in my opinion, is sufficient.
Timeline: Very similar to Budget, know OF a timeline, not the exact day. Because our avg. deal length is 8-12 months, this is sufficient for our sales cycle as there are many factors to include out of our control.
I would argue our "definition" of BANT is solid and repeatable because we are not a cut/dry, yes or no service.
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