Why BANT Stopped Working

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For decades BANT has served as a pretty good framework for qualifying opportunities. But it's no longer the useful tool it once was. BUDGET Unless your dream client is already purchasing what you sell, they aren't likely to have budget set aside for what you sell. This … [Read more...]

7 Great Reasons to Disqualify a Prospective Client

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You always try to be everything to everyone. - Everclear You aren't everything to everyone. And they aren't everything to you either. You have limited time: You don’t have enough time to call on--or win--every prospective client you might serve. You have to ruthlessly … [Read more...]

The Real Qualifier

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Your dream client might spend in a fortune in your segment. They may have the exact set of problems, challenges, and opportunities around which you create a level of value that is literrally unmatched. Your dream client might be leaving a massive amount of money on the table. … [Read more...]