top of page

Serving those who have been overlooked. Where authenticity meets opportunity Grit, resilience, and real success—The Underdog way

BANT: HOW TO SPOT REAL BUYERS

A CONCEPT BY IBM


BANT (Budget, Authority, Need, Timeline) is your shortcut to finding serious buyers—the ones who are ready to commit, not just “thinking about it.” Originally created by IBM to help sales teams focus on high-potential leads, BANT is now a go-to qualification framework across industries.


ree


HOW TO USE IT

ree

BUDGET: Can they afford you?

  • Ask: “Do you have a budget set aside for this?”

  • If they’re scraping pennies, move on or offer a lower-tier option.


ree

AUTHORITY: Are they the decision-maker?

  • Ask: “Who signs off on this?”

  • Talking to the wrong person? Find the real shot-caller.


ree

NEED: Do they actually have a problem you can solve?

  • Ask: “What’s the biggest challenge you’re facing right now?”

  • No real pain? No real urgency. Pass.


ree

TIMELINE: When are they pulling the trigger?

  • Ask: “When do you want to get started?”

  • Next year? Backburner. This quarter? Game on.


WHY THIS WORKS

✔️ Cuts the fluff – No wasting time on “maybes.” ✔️ Focuses on closers – Talk to buyers, not browsers. ✔️ Helps you win faster – Get to “yes” (or “no”) quicker.


Bottom line? If they don’t tick the right boxes, don’t chase. Spend time where it counts.


BANT IN ACTION


Example #1 SaaS Startup Selling a CRM Tool

Lead: A mid-sized marketing agency interested in a CRM system.

✅ Budget: “We’ve allocated $15K per year for CRM software.” ✅ Authority: “I’m the Head of Operations, and I make the final call.” ✅ Need: “We’re struggling to track client interactions efficiently.” ✅ Timeline: “We need to implement a new system within the next 2 months.”

 Verdict: Strong lead – Worth pursuing immediately!

Example #2 B2B Consulting Firm Targeting a Retail Chain

Lead: A regional retail chain exploring business expansion strategies.

❌ Budget: “We haven’t set a budget yet; we’re just exploring options.” ❌ Authority: “I’ll need to discuss this with our CFO.” ✅ Need: “We want to scale into new markets but lack a clear strategy.” ❌ Timeline: “We’re considering making a move next year.”

Verdict: Not sales-ready yet. Keep in the pipeline for future follow-up.


Example #3 Cybersecurity Company Selling to a Tech Firm

Lead: A fast-growing startup worried about security breaches.

✅ Budget: “We’ve budgeted $50K for cybersecurity solutions.” ✅ Authority: “I’m the CTO and have the final say on security vendors.” ✅ Need: “We recently had a security scare and need stronger protection.” ✅ Timeline: “We need a solution in place within the next 30 days.”

Verdict: Red-hot lead! Prioritize immediately.



KEY TAKEAWAYS

  • A strong lead checks all four boxes (Budget, Authority, Need, Timeline).

  • A weak lead needs nurturing – follow up when they’re ready.

  • Don’t chase unqualified leads – time is your most valuable asset.


Comments

bottom of page