BANT stands for Budget, Authority, Need and Timeline - representing a popular framework used to qualify B2B sales opportunities. Assessing these four elements helps determine if a lead or prospect is truly sales-ready and aligns to an ideal customer profile.
Budget - Does the prospect have sufficient budget allocated to make the potential purchase?
Authority - Who are the decision-makers able to approve the purchase?
Need - What business challenges or pain points make solving an urgent priority?
Timeline - What is the expected purchasing process and timeline?
Standardized qualification of all inbound leads via BANT criteria helps ensure sales efforts are focused only on opportunities with higher likelihood of converting and prevent wasting time on unqualified prospects. It enables better pipeline forecasting and management.