HomeResearch Articles BANT: Need is Good

BANT: Need is Good

  • A complete, mutual understanding of a buyer’s needs is the cornerstone upon which effective BANT (budget-authority-need-timeframe) qualification must be built
  • More often, salespeople are not being invited into the buying process until there is preordained need
  • Qualifying for pursuit is most difficult when a buyer’s preordained needs are misaligned with the seller’s offerings
You must log in to client portal for full access to this content. Login

Take Action

Not a SiriusDecisions Client?