BANT qualification

What does BANT mean?

BANT is a method of objectively qualifying the potential of contacts or potential prospects. This enables sales staff to act on the basis of objective criteria instead of having to rely on subjective assessments.

The acronym B-A-N-T stands for the following elements:

• Budget - Does the contact have a budget? How high is it?

• Authority - What decision-making authority does my contact have? Or is he an influencer?

• Need - How high is the need?

• Time - How urgently, i.e. in what time frame, does a solution need to be implemented?

These four points should be queried by a contact as early as possible in the sales process.

BANT scoring

Points are awarded based on the answers ("scoring"), which in total reflect the BANT qualification of the contact.

Depending on the BANT total achieved, you can define various follow-up activities, e.g. transferring the lead to sales for further processing.

BANT with Scopevisio

In Scopevisio, you carry out the BANT qualification in the Lead qualification business object.

Adjust BANT preallocation

Fill in the Budget, Authority, Need and Time fields. You can define the entries in the selection lists, the scores and the follow-up activities(Lead Transfer -> Prospect) according to the individual framework conditions in your company.

To do this, select System administration > System / Manage selection lists and expand Lead management.

Select the selection list to be changed and click on Edit.

You can now enter your individual selection list. Then save it.

Benefits of BANT qualification

The BANT qualification offers your sales team several advantages:

• Objective assessment

• Focus on promising leads

• Structured process through follow-up activities

• Instrument for sales management