Invented by IBM in the 1960s, BANT is the grandfather of all sales methodologies.
For decades, it was the gold standard. But in the modern SaaS era, many experts claim "BANT is dead." They argue it's too rigid, too seller-centric, and treats buyers like suspects in an interrogation.
Is it dead? No. But it is misunderstood.
If you ask "Do you have a budget?" in the first minute of a call, you will fail. But if you use BANT as a mental checklist for qualification, it remains a powerful tool for SDRs and Mid-Market teams. This guide shows you how to use the BANT sales methodology in 2025 without annoying your prospects.
Key takeaways
- BANT is not a script. It is a qualification criteria. You don't have to ask the questions in order; you just need to get the answers.
- Need comes first. In 2025, you cannot discuss Budget or Timing if you haven't established a Need first. Flip the acronym to "NBAT".
- Conversational Qualification. The best reps qualify without the prospect realizing it. Real-time AI helps track these criteria invisibly.
Table of contents
- What is BANT?
- B: Budget (The Modern Approach)
- A: Authority (The Buying Group)
- N: Need (The Pain)
- T: Timing (The Urgency)
- BANT vs. MEDDIC: Which one to use?
- The "Interrogation" Trap
- How Nomi fits
What is BANT?
BANT stands for Budget, Authority, Need, and Timing.
It is a framework used primarily by SDRs (Sales Development Reps) to decide if a lead is "Sales Qualified" (SQL) and worth passing to an Account Executive.
If a lead fails one of these 4 pillars, they are likely not ready to buy.
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B: Budget (The Modern Approach)
Old way: "Do you have a budget for this?" (Too aggressive). New way: "Is this project funded, or would we need to build a business case together to get approval?"
In 2025, budgets are rarely fixed. They are created if the value is proven. Don't disqualify someone just because they don't have a line item yet.
A: Authority (The Buying Group)
Old way: "Are you the decision maker?" (Insulting). New way: "Who else on your team would be upset if we implemented this without asking them?"
In B2B SaaS, the "Authority" is rarely one person. It is a committee. Your goal is to map the buying group.
N: Need (The Pain)
Old way: "Do you need a sales tool?" (Closed question). New way: "What happens to your Q4 targets if you don't fix this ramp time issue?"
This is the most critical pillar. If there is no pain, the budget doesn't matter. Use our 75 Discovery Questions to uncover this deep need.
T: Timing (The Urgency)
Old way: "When do you want to buy?" New way: "Is this a 'nice-to-have' for someday, or a 'must-have' for this quarter?"
Timing kills deals. If the prospect has a need but no urgency, put them in a nurture sequence. Do not forecast them.
BANT vs. MEDDIC: Which one to use?
We often get asked: "Should I use BANT or MEDDIC?"
The answer depends on your deal size:
| Feature | BANT | MEDDIC |
|---|---|---|
| Best For | Inbound Leads & SDRs | Enterprise Deals & AEs |
| Complexity | Low (Quick Filter) | High (Deep Diagnosis) |
| Speed | Fast (10-15 mins) | Slow (Weeks/Months) |
| Goal | "Should we meet?" | "Will we close?" |
Verdict: Use BANT to filter leads at the top of the funnel. Use MEDDIC to manage deals at the bottom of the funnel.
The "Interrogation" Trap
The reason people hate BANT is bad execution.
Lazy reps treat it like a checklist:
- "Do you have money?"
- "Are you the boss?"
- "Do you want it now?"
This feels like a police interrogation. It kills rapport. You must weave these questions naturally into the flow of conversation.
How Nomi fits
Nomi allows you to "check the boxes" without holding a clipboard.
- Passive Tracking: Nomi listens to the conversation. If the prospect mentions "We need this live by January," Nomi automatically checks the Timing box.
- Smart Prompts: If you are about to hang up and haven't covered Budget, Nomi gently prompts: "Ask how they typically purchase software."
- Qualification Score: Nomi rates the lead instantly based on BANT criteria, so you know exactly which leads to prioritize.
You get the rigor of BANT with the fluidity of a human chat.