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
Don’t Be A Dunderblitzen – a Sales Leadership Parable from 1909
It's the story for so many - great at selling, promoted into leadership without training or a holistic understanding of what the role actually is. In today's episode, I share a parable written by Worthington C. Holman in 1909 about a medieval military leader named...
The History of Email – in Sales & Marketing
I went digging...into the origins of email as a communication medium. Along the way, I found a ton of really interesting timeline milestones that are amazing, interesting, and in some cases pretty funny. So, in this episode, we explore those milestones - from...
The Rise of the Roman Empire – and the Deplorable Salesperson
The Rise of the Roman Empire – and the Deplorable Salesperson Can you imagine - a profession so deplorable that those in it were rounded up and murdered? As crazy as it sounds, I found that it actually happened during the Roman Empire B.C. In an incredible find, I...
0 Comments