Reverse Classic To Get BANT

So many market shifts require that you (regularly) reevaluate the best materials and methods to communicate your sales and marketing message. Save your time and reputation by clarifying that you are talking with the right people about the right topics in the right media format ... at the right time. 

So, here is a classic... You need to know their:

BANT = Budget - Authority - Need - Timing.

"Bant" is fun to say… but the truth is the reverse:

T - What is THEIR Timing

N - Do they REALLY Need you?

A - Who has the Authority to approve?

B - Then you can get creative with their Budget

Since "Timing" is the first step (but "tanb" isn't as fun to say), make sure you understand their personal and professional timeline. For that minute... and for that time of year.

You are showing that you care by simply asking them. You should also keep an eye on their PR/activities (and changes in the market) by setting up Google Alerts - https://www.google.com/alerts - to email yourself about them and their competitors in the news.

Know their company calendars, budget and buying season, and the annual cycles in their industry...

To dig deeper into how to qualify and really help your prospects, read this overview from Peter at Hubspot about how BANT is NOT enough.

Feel free to reach out for a Riff Report on your current best market positioning.at

[email protected]