The four criteria sales reps use to qualify prospects. A famous tool for sales reps and sales leaders to help them determine whether their prospects have the budget, authority, need, and right timeline to buy what they sell.
- B = Budget: Determines whether your prospect has a budget for what you’re selling.
- A = Authority: Determines whether your prospect has the authority to make a purchasing decision.
- N = Need: Determines whether there’s a business need for what you’re selling.
- T = Timeline: Determines the time frame for implementation.