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
225 Years of Evolving Sales Personas
225 Years of Evolving Sales Personas "The selling methods of any period grow out of the economic situation of the time." - H.K. Nixon, Principles of Selling, 1931 Looking back over the past 225 years, the prominent persona in the sales profession has moved from the...
The 100-Year Sales Echo: Repeating History, and What Happens Next
The 100-Year Sales Echo: Repeating History, and What Happens Next In March of 2022, I released an episode of this podcast called "Using History To Predict - The Future of Sales", as we had been repeating the 1920s. Here we are over 3 1/2 years later, and so far, it's...
The First National Salesforce: How Cooke’s Sales Army Saved the Union
The First National Salesforce: How Cooke’s Sales Army Saved the Union You’ve heard about Abraham Lincoln. You’ve heard about Ulysses S. Grant. They’re credited with putting down the rebellion during the Civil War. But there was a forgotten sales master who may have...
0 Comments