The truth is that AEs spend way too much time working opportunities that have no chance of closing.  Those could be for many reasons including no budget, no motivation to buy, lack of seriousness by your POC and just general malaise on the prospect side.  If you want to keep lying to yourself about these opportunities be our guest.  If you want to use an actionable framework to find out if your prospect is serious and gather the right data to move your sale forward this is the podcast episode for you.  We discuss what BANT is & how you can use it to make sure you are spending your time on the highest value opportunities.

You can also check out stuffaboutsales.com for our BANT card which includes a prospect profile.