BANT Question Policy

BANT Email or Tele Qualified Lead programs are based on four questions that cover budget, authority, need, and time frame. 

Receiving the Questions from the customer:

Before the start of the program:  

• Delivery should ideally receive the final question when the estimate takes place, although we know that is only sometimes possible. When we do not have the questions when the estimate is requested, we need to know whether or not the questions will be filtered (not all answers are accepted) or unfiltered (all answers are accepted).

• If we do not have any of the above information by the time the estimate is being calculated, we will assume that these are 4 filtered questions, drastically reducing our volumes.

• Please note that for any tele qualified campaign, you must provide the desired call script at the time of the estimate request. Questions may be altered after the estimate request, but the script must be re-approved by delivery in terms of being able to hit the original estimate counts. 

Post Customer Win: 

• Once the CSM/Salesperson receives the finalized list of questions from the POC, they must send it via email to their designated Delivery Manager. It is then the responsibility of the Delivery Manager to add it to the Salesforce case.

Leads cannot be ordered, and the program cannot be started until the delivery team receives the final, approved questions. 

Mid Program: 

• If the client requests we change the questions mid-program due to them not yielding the correct type of leads the client is looking for, the delivery team manager associated with the campaign will need to rerun an estimate with the current lead affiliate associated with the program to see if the lead program will be delayed as a result.

  • New and existing questions should be kept in the salesforce case; do not delete one set of questions to put in the second one. 

  • Please note it is not recommended to do this, nor is it the responsibility of the Delivery Team to think of new questions for the client. 

Question Outline:

• BANT programs have a 4-question limit. 

• The client may choose the wording per each question if they so wish. 

  • Please note that all BANT question answers may only require a potential lead to choose only one answer (and not multiple answers)

• If the client does not want to choose the wording for these questions, we can use our standard BANT questions, which are: 

  • Are you currently planning to evaluate or review a [XYZ] solution? Yes or No

  • What timeframe do you have to deploy the desired solution? 1-3 months, 3-6 months, 6-12 months, 12 months+

  • Do you have a budget for this project? Yes or No

  • Are you responsible for approving, authorizing, or recommending this investment? Yes or No