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Quoted By: >>9436049
Only 10 percent of organizations use the traditional BANT sales process to qualify leads and are now turning to other sales methods.
But why are they moving away from the BANT sales process when it was arguably the most common way to sell?
It’s possible that it’s simply outdated. IBM introduced BANT in the 1960’s as a way to standardize the qualification process, and it became a tried-and-true sales method that reps latched onto for years.
Much has changed since the 60’s: the internet, the addition of the CRM, organizational structure, and most importantly, the buying behavior of customers. Back then, the only product information customers had was what the sales reps gave them. Buyers today are much more independent and do most of their product research on their own.
This change in information gathering has drastically altered how people want to buy and be sold to. Customers now expect personalized sales conversations, speedier responses, faster turnaround, convenience, and above all, their business problems to be top priority. Recently, sales leaders have criticized the BANT sales process for no longer meeting those demands.
The question now is: can BANT be brought into the modern selling era or should companies abandon it for other methodologies?
If you want to stick with BANT, there are a few tweaks you can make to ensure you’re meeting customer demands. We’ve also listed alternatives below that may better help you navigate through the evolving buying process.
But why are they moving away from the BANT sales process when it was arguably the most common way to sell?
It’s possible that it’s simply outdated. IBM introduced BANT in the 1960’s as a way to standardize the qualification process, and it became a tried-and-true sales method that reps latched onto for years.
Much has changed since the 60’s: the internet, the addition of the CRM, organizational structure, and most importantly, the buying behavior of customers. Back then, the only product information customers had was what the sales reps gave them. Buyers today are much more independent and do most of their product research on their own.
This change in information gathering has drastically altered how people want to buy and be sold to. Customers now expect personalized sales conversations, speedier responses, faster turnaround, convenience, and above all, their business problems to be top priority. Recently, sales leaders have criticized the BANT sales process for no longer meeting those demands.
The question now is: can BANT be brought into the modern selling era or should companies abandon it for other methodologies?
If you want to stick with BANT, there are a few tweaks you can make to ensure you’re meeting customer demands. We’ve also listed alternatives below that may better help you navigate through the evolving buying process.
