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BANT Framework

BANT Framework is a system created by IBM that lets businesses assess how likely a lead is to become a customer. As the name stands, this framework focuses on four main factors that are key to the processes of acquiring a new customer.

These factors are:

  • Budget - stands for the budget of the customer and his willingness to make a purchase

  • Authority - does this person have a right to make a purchase? This is especially important in B2B sales where you have to go through loads of decision-makers and oftentimes the person who is interested in the product can’t really make a decision to purchase it.

  • Need - does the company or a person that you’re trying to sell to, have a specific need for your product? You have to make sure that whoever you target has an internal need for your product or service. It will make it much easier to make a sale.

  • Timeline - stand for the actual moment in the time and answers the question of whether your prospect can become a customer at the moment.

Glossary terms starting with the same letter

b
  • B2C2B

    B2C2B stands for Business-to-Consumer-to-Business and is a model of building a relationship to further sell to a bigger target. For example, a c...

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  • Base Salary

    Base Salary refers to the amount of payment that both employee and employer have agreed on. The Base Salary is brought up in regards to the depa...

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  • BASHO Email

    BASHO Email refers to the specific type of email or, more specific, the content of such email that opts to get the positive response from the re...

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  • Bonus

    Bonus in regards to payment is the additional compensation that employees can get for the exception work or service that they provide. Bonuses a...

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  • Business Intelligence

    Business Intelligence (BI) focuses on the internal metrics of the enterprise. Business Intelligence is used to make better market and product de...

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  • Buyer

    Buyer is the individual or the company that purchases a certain product or a service. It is the main duty of Account Executives to turn as many ...

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  • Buying Intent

    Buying Intent refers to how likely an individual is to purchase a certain product or a service. Buying Intent can be evaluated through analyzing...

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  • B2B Sales

    B2B (business-to-business) sales refer to a sales model in which companies sell products solely to other business instead of selling them direct...

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  • B2C Sales

    B2C (business-to-customer) sales refer to a sales model in which companies sell directly to a customer who is the end-user of the product or ser...

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  • Benefit

    The benefit is the value of the product or service that a customer experiences. It is crucial - especially for sales reps and marketers - to dis...

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  • Bad Leads

    Bad lead is a lead that is very unlikely to become an actual customer and can be a real disaster for sales reps and, overall, your business. Bad...

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  • Bottom of the Funnel (BOFU)

    Bottom of the Funnel stands for one of the last steps of the buying process that a leads go through. BOFU is the step in which a lead is very cl...

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  • Buyer Behavior

    Buyer Behavior is made of all of the actions and ways that buyer does, considers and takes on his way from searching for a solution to buying th...

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  • Buyer Persona

    Buyer Persona is the representation of your ideal customer based on market research and the features and benefits of your product. Creating Buye...

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  • Buying Criteria

    Buying Criteria is all of the information that a Buyer needs or may need to actually buy your product or service. Buying Criteria answers the mo...

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  • Buying Process/Cycle

    Buying Process or a Buyer Cycle is the process that a lead has to go through in order to make a purchase. There is no one, right Buying Process ...

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  • Buying Signal

    Buying Signal stands for the communication from the prospect that signifies the fact that they are ready to make a purchase. These could be done...

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