The Sales History Podcast
Bringing the incredible (and sometimes strange) brains from the profession of sales' past to the 2020's - from Todd Caponi, author of The Transparency Sale & The Transparent Sales Leader.
The Sales History Podcast
Sales Process: From Buyer-Centric (AIDA) to Seller-Centric (BANT) and Back Again?
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Todd Caponi
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Season 1
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Episode 12
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?
