Budget : in this model, the budget is less prioritized, allowing the creation of a more personalized sales proposal; Authority : The authority behind the lead still matters, but so the salesperson can Job Function Email List address common pain points and needs of the role held by the prospect. Note that NTBA uses the same concepts as BANT, but incorporates new functions and meanings from those that no longer fit the modern lead qualification model! GPCT GPCT emerged with the aim of replacing BANT, seeking to gather all the information that it failed to obtain . Thus, the acronym corresponds to: Goals : the lead's goals are an important factor in creating a personalized proposal and sale, especially when the goal is quantifiable, as this way the seller can present the approximate percentage of the improvement obtained after purchasing the product .
Plans : The means by which the lead seeks to achieve their goal, i.e. their plans , need to be considered. That's because there's no point in purchasing a product/service that doesn't suit your strategies, right? Challenges : the challenges faced by the lead are what we know as the pains , that is, the elements that prevent the company from reaching its goals. Knowing this information is essential, as it is the target of the solution that the seller will offer. Timeline : as with BANT, it is important to know the deadline that the lead has to reach their goals. This is because, in this way, the seller can speed up the purchase process or prioritize the lead in question according to the urgency of obtaining results.