BANT Qualification Framework
Systematically qualify leads using Budget, Authority, Need, and Timeline to ensure you spend time on deals that can close, from manual scoring in spreadsheets to AI-driven continuous qualification that adapts criteria to market feedback.
npx gtm-skills add sales/qualified/bant-qualificationOutcome
>=3 qualified leads (BANT composite >=70) in 1 week from 15-20 prospects
Leading Indicators
- Qualification rate
- Time to qualify per lead
- Discovery call completion rate
- BANT score distribution
Instructions
-
Run the
icp-definitiondrill to document your ICP. Extend it with BANT-specific criteria: minimum budget range, decision-maker titles, top 3 pain points, and urgency triggers. -
Run the
bant-scorecard-setupdrill to create BANT custom fields on Attio Deals: per-dimension scores (0-100), status fields, composite score (Budget 25% + Authority 25% + Need 30% + Timeline 20%), and qualification verdict thresholds (Qualified >=70, Needs Work 40-69, Disqualified <40). -
Run the
build-prospect-listdrill to source 15-20 contacts matching your ICP from Apollo or Clay. Push to Attio with initial BANT estimates based on public data. -
Human action required: Book and conduct 8-12 discovery calls. For each call, use the
bant-discovery-calldrill: pre-call research and question generation, Fireflies recording, LLM-based BANT extraction from transcript, structured CRM logging with per-dimension scores and key quotes. -
Run the
threshold-enginedrill to evaluate: >=3 qualified leads (composite >=70) in 1 week. Analyze which BANT dimension was weakest, whether pre-estimates correlated with post-call scores, and overall qualification rate. -
If PASS, proceed to Baseline. If FAIL, diagnose: wrong ICP (no budget/authority), missing need (product does not solve top pain), or poor timing (no urgency).
Recommendations
Time
6 hours over 1 week
Play-specific cost
Free (Fireflies Pro optional at $18/user/mo)