Identify leads worth pursuing

How do you qualify that a lead opportunity in front of you is worth it or not? By now, you must be aware that not all leads are created equal. You need to ensure that your sales team prioritises its efforts and utilises its time in the right direction and in the best way possible.

So, how can your sales team ensure that it’s pursuing the right leads?

AdvertMarketers utilise the BANT framework which is the best way to determine how qualified a sales prospect is, and whether your sales team should focus on them or not.

BANT stands for Budget, Authority, Need, and Timeline, and is a technique that guides you on which leads should be focused upon more. With BANT, we help you analyse and answer the tough questions.

We search the BANT leads as per your budget, authority, need, and timeline, wherein you get the answers to:

B: Budget – ‘How much are your prospects willing to spend?’

A: Authority—‘Who are your primary decision-makers?’

N: Need— ‘Are you capable of solving a problem for your prospects?’

T: Timeline—‘What is the timeline to resolve the problem?’

By getting the answers to the following questions, you can effectively determine if a particular prospect is going to be a good fit and worthy of persuasion. This way, you save a lot of time by not wasting your hours on the wrong prospects.

  • Evaluate your budget
  • Examine the authority
  • Understand their needs
  • Consider the timelines

“No matter what you do, don’t pass leads directly to the sales team.” – Jon Miller, Marketo