T – Timeframe
Within what timeframe does the person you are speaking to plan to realize a solution to their problem? Is there interest in purchasing your product/service/solution in the short term? Here you can ask the following questions, for example:
- How quickly do you want the problem resolved?
- Are there any upcoming events/deadlines that the solution needs to be completed by?
- Do you have a [campaign, action, revision etc) planned?
- What is your [lead generation, revenue, retention etc.] goal for next quarter, half of the year? Can you achieve that goal without a change?
- What other priorities do you have?
- Until when does the contract with your current supplier run?
3. Weighted BANT leads lead experiencing
The BANT method was developed by turkey phone number library IBM and assumes that a lead is an opportunity if it meets 3 out of 4 BANT criteria. A lead that does not meet all criteria can still be a valuable lead. You determine this by assigning a score to each criterion. In an earlier blog we give a calculation example of weighted BANT leads .
4. Continuously improve lead experiencing
Once you have mastered working with BANT what is inbound marketing criteria, you will eventually discover which types of leads lead to results. You will also discover which BANT criteria are crucial for your company or proposition. With these insights, you can set up your sales process more efficiently and effectively. Of course, not all quotes lead to sales. But even a lost quote is a gain: they are learning moments. For example, a bosnia and herzegovina leads lost quote can reveal a BANT criterion that has not yet been properly sharpened. You will of course take immediate action on this and thus continuously improve your sales process .