BANT
topic on 2 shows · 4 statements across 3 episodes
4 statements about BANT, every show
Abel: Explicitly asking BANT questions commoditizes enterprise sellers
“The fastest way to commoditize yourself is to go into some sales script, like budget authority, need timing, like that should be in the back of your brain. You never actually ask those questions.”
Burns: Any sales methodology is better than none to evaluate deal risk
“It doesn't matter what your sales methodology is. Just roll one out. Right? Which is absolutely true. And i'll show you mine. But if it's, i'm not a huge fan of bant. I think it's a little bit simplistic. But, you know, use bant. It's better than nothing. Righ…”
Burns: Inventing new sales acronyms forces reps to engage critical thinking
“The reason that I roll this out is because it's a different acronym, and it forces people to learn different words, and therefore engages their critical thinking skills, right? If they use Medpick at their old company, and the adoption was poor, they're going …”
Rolling out any sales methodology is better than having no framework
“It doesn't matter what your sales methodology is, just roll one out, right? Which is absolutely true. And I'll show you mine. But if it's, I'm not a huge fan of band. Bant. I think it's a little bit simplistic. But, you know, use band. Bant. It's better than n…”