We have been talking about the best materials and methods to communicate your message... particularly for Sales (FYI, here is my "Selling Out" overview) A key concept is making sure you are negotiating with the right person/people at the right time.
You need to know their:
BANT = Budget - Authority - Need - Timing.
Budget - Do they have one set already for your solution?
Authority - Who decides? What is their process for buying?
Need - Really... do they need you?
Timing - When do they need to talk to you and deploy you?
Remember - Since "Timing" is the first step (but TANB isn't as fun to say), make sure you understand their personal and professional timeline... is now a good or bad time for them!? Ask when is best and play along those dates.
Demonstrate interest and build value by reconnecting around relevant topics (to THEM!) by keeping an eye on their PR/activities... and changes in the market. Setup 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 sales prospects, read this overview from Hubspot about how BANT is NOT enough.
You need to know their:
BANT = Budget - Authority - Need - Timing.
Budget - Do they have one set already for your solution?
Authority - Who decides? What is their process for buying?
Need - Really... do they need you?
Timing - When do they need to talk to you and deploy you?
Remember - Since "Timing" is the first step (but TANB isn't as fun to say), make sure you understand their personal and professional timeline... is now a good or bad time for them!? Ask when is best and play along those dates.
Demonstrate interest and build value by reconnecting around relevant topics (to THEM!) by keeping an eye on their PR/activities... and changes in the market. Setup 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...
Here is an example from several years ago, but still relevant.
(click to enlarge)
(click to enlarge)
To dig deeper into how to qualify and really help your sales prospects, read this overview from Hubspot about how BANT is NOT enough.
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