Sales Process: From Buyer-Centric (AIDA) to Seller-Centric (BANT) and Back Again?
Audio Podcast
Todd Caponi
Podcast Episode Description
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?
Know Someone That Might Like This? Why Not Share!
Know Someone That Might Like This? Why Not Share!
Other Podcasts You Might Enjoy
The Great Salesperson Purge of the 1920s
Audio Podcast 100 years ago - 1922 - the sales world encountered a year with 85% salesperson turnover. You read that right! A year when "sales executives discharged practically ALL of their salesmen"! The crazy part - just 18 months earlier, the sales world "took...
An Interview With A Top Performer – From The Early 1900’s
Audio Podcast Todd CaponiPodcast Episode DescriptionThe best podcasts give you access to top performers; salespeople, leaders & influencers, right? But, how about a top performer...from 100+ years ago?!?This week I've got a special episode for you - where I...
The Origin of Sales Quotas & Variable Compensation
Audio Podcast Todd CaponiPodcast Episode DescriptionSales compensation - commission-only until the 1900's. And, for good reason. You wouldn't pay a rep you rarely see a salary, right? Sales are face-to-face. Travel is slow, there's no real-time distance communication,...
0 Comments