Sales & CRM
What is BANT (Qualification Framework)?
BANT is a qualification framework checking Budget, Authority, Need and Timeline.
BANT was created by IBM in the 1960s and is still the simplest way to qualify a lead: do they have budget, authority, need and timeline?
Modern critique: new ICPs (PLG, self-serve) rarely reveal budget or authority in early interactions. Teams with short cycles use more adapted frameworks (MEDDIC, GPCT).
Use it in practice
CRM with Deal Coach
Frequently asked questions
Is BANT obsolete?
In traditional enterprise sales it still works. In SMB/PLG, lighter frameworks (GPCT, partial MEDDIC) are more practical.
What does each letter stand for?
Budget, Authority, Need, Timeline.