Deal Qualifier (BANT)
Score your deal using the BANT framework. Answer each question to get a live qualification score and a summary you can paste into your CRM.
Has the prospect confirmed they have budget allocated for this type of solution?
Is the budget range aligned with your pricing?
Is there flexibility or a budget approval process if needed?
Is your primary contact the final decision-maker for this purchase?
Have you identified all stakeholders involved in the buying decision?
Does your champion have influence or sponsorship to push the deal through?
Has the prospect articulated a clear pain point your solution addresses?
Is solving this problem a stated priority for the business right now?
Have you quantified the cost or impact of the problem (time, revenue, risk)?
Has the prospect given you a specific decision or go-live timeline?
Is there a business event or deadline creating urgency (contract renewal, product launch)?
Does the timeline align with your sales cycle and quota period?
About the BANT Framework
BANT was developed by IBM in the 1950s and remains one of the most widely used qualification frameworks in B2B sales. It provides a simple, repeatable structure for evaluating whether a prospect is worth pursuing.
Budget: Does the prospect have money to spend? This includes not just available funds, but budget authority and willingness to invest at your price point. A prospect without budget isn't a bad prospect — they may need nurturing until the budget opens up.
Authority: Are you talking to the person who can say yes? In modern B2B sales, buying decisions often involve 6-10 stakeholders. Identifying the decision-maker — and your champion — is critical to moving deals forward.
Need: Is there a genuine, urgent problem your solution solves? The need must be real, felt, and ideally quantified. "Would be nice to fix" is not the same as "we lose $200k a year because of this."
Timeline: When do they plan to decide? A prospect with no timeline often has no urgency. Look for a triggering event — a contract renewal, a product launch, a new hire — that creates a natural deadline.
Score interpretation: Use the score as a directional signal, not a hard rule. A score above 70 suggests it's worth investing significant time. Between 40-70, continue qualifying and address gaps. Below 40, consider whether nurturing or deprioritizing makes more sense for your pipeline.