BANT Leads Defined – Do you really need BANT?

ThinkLogic a telemarketing company in Singapore has been in the lead generation industry for more than 10 years and we have spent a lot of time on the phone with Marketing Managers and salespeople discussing marketing strategies that correlate with sales objectives. One of the questions we always ask is for the salesperson to define what they consider to be a qualified lead and one of the most common answers we get is the definition of BANT (Budget, Authority, Need and Timing)

B2B Interest Based Tele-lead Generation – Why it works

Yet the fact is that each organization has their own unique purchasing process and those criteria will actually be irrelevant if followed adamantly. Buyers have changed, but BANT hasn't. So some of the BANT criteria for your hottest leads will most likely be missing. As this industry evolves, we need to start redefining the meaning of quality leads and until we do, BANT will be one of the reasons why lead conversion will remain a problem. In this article, we are going to discuss everything you need to know about BANT and why it NEEDS a bit of renovation.

The Need for Dynamic Criteria

The main difference between what worked in the past and what works now is how dynamic the business environment has become. Change is inevitable. We need a qualified lead criterion that can continually adapt in response to changing buyer situations and behavior patterns. How? By shifting focus from budget and timeframes to buyers needs, issues, pain points and level of interest. Doesn’t that make a lot more sense?  With these factors as key indicators for qualified leads, you’re most likely going to see much better results in terms of actual lead to sale conversions.

We at ThinkLogic have designed a dynamic method that addresses the issues in BANT. It enables salespeople to have a clearer picture of their prospects and allows them to position themselves inline with what the buyers are looking for, creating higher chances of actual sales. Get in touch with us today and learn how we have helped several companies generate highly qualified leads with our Interest Based Lead Generation method.