PowerMinute: How to Establish a Meaningful Lead Definition
ViewPoint
OCTOBER 8, 2013
'If you are using BANT (Budget, Authority, Need, and Timeframe) to define a sales-ready lead, it’s time to STOP! BANT is an outdated methodology responsible for more lost opportunities than your CEO and CFO care to hear. Truth is, many companies buy solutions that have never been budgeted. Why? Because the value of the solution has not yet been realized by the buyer.
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