As a salesperson, we have all come across that one prospect. Seemed quite interested in your product. Showed up for the demo. Between clarifications, negotiations and multiple follow-ups consumed a ton of your time. 

But just as you get close to the finish line and it is time to sign the dotted line, they get cold feet. 

Turns out, he/ she didn't really have the necessary authority internally to pull it off.

Enter Lead Qualification. Properly qualifying the lead upfront can help save a whole lot of time - downstream in your sales pipeline. And prevent last-minute surprises like this.

In this post, we talk about BANT - one of the earliest lead qualification frameworks. And more importantly, a framework that has stood the test of time over the last 50 years. Albeit with a few tweaks.