The question: Where did the qualification construct BANT come from? In looking for the answer, I realized something...
Sales processes of the early 20th century? All buyer-focused steps - what is the buyer doing?
Sales processes since the 1950's, when BANT came around? All seller-focused, all the way down to our CRM stages.
To be truly buyer-focused, shouldn't our processes & measures be housed in recognizing buyer behavior?