When doing Discovery, “BANT” is simply insufficient for
non-transactional software sales cycles.
(BANT = Budget, Authority, Need(s), Timeline). It can be a good starting point, but clearly
more in-depth questions and discussion is needed with our customers. Here are a few example questions to help stretch
the discussion beyond BANT:
- Tell me about the culture here: what is the team’s willingness/ability to
change?
- How does your company perceive itself – or want
to be perceived: as an Early Adopter, a
Fast Follower, more of a Majority type, or a careful Late Adopter?
- When was the last time the team had a change of
process or implemented new software?
- What happened with the past few new systems you purchased
and installed? How did those implementations
go?
These few questions represent just a couple of areas to
explore beyond BANT – any others you’d like to add to the list? (It should be a long list…!)
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