Discovery Don’t: BANT! - Great Demo

Discovery Don’t: BANT!

Don’t rely on BANT (“Budget, Authority, Needs, Timeline”) to determine whether a lead is qualified or not. Why?

As the head of my business unit (President), I had discretionary budget that was not otherwise allocated. If there was an opportunity to pursue or a major new problem to address, I often had sufficient money to use!

“BANT” perhaps could be rephrased as: Bad Advice, Needs Tuning!

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