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...]

4 Reasons Your Deal Stalled

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Here are four reasons your deals stall and some ideas about how to get them moving again. You didn’t do the necessary work in the early stages of the process. The value that you create for your dream clients happens early in the sales process and early in their buying … [Read more...]