MANY YEARS AGO, the big sales brains at IBM came up with a way to evaluate the quality of sales leads. The idea was to establish a short list of questions that every sales rep had to be able to answer—at least tentatively—before a lead could go into their pipeline. These questions focused on four key areas. Leads were considered “validated” if they met at least three of the four criteria.
IBM, being IBM, converted the system into an acronym: BANT. It stands for:
B—Budget. Is there money available? Is it sufficient for whatever solution you’re likely to propose?
A—Authority. Does ...