We developed the FACT Sales Qualification Tool as part of the Revenue Architecture System. We recommend using it in place of BANT and SCOTSMAN and other methods like TAS to qualify opportunities in today’s more collaborative selling environment. Unlike BANT or SCOTSMAN, FACT qualification is oriented to a joint process of mutual qualification between the seller and the buyer.
The approach to sales lead qualification has changed. Marketing and Sales teams need to collaborate more and sales people need to collaborate more with their prospects. FACT uses common qualification parameters, but shifts the focus from a one-way qualification process to a two-way collaborative qualification process.
Is the client within our target segments where we bring the greatest value?
Does the budget range fit the work and is it comfortable for both parties?
Does the buyer perceive value in relationship and solutions offered?
Are we aligned on the buy-sell process?
Are the buying criteria aligned with our solution value proposition?
Are decision makers engaging in a collaborative process?
Are there too many firms bidding?
Is there a path to a win-win opportunity?
Do competitors offer any significant advantage based on the buying criteria?
Does the prospect express a negative bias toward our company or people?
Do we have any unique competitive advantage?
Does the implementation timeline work for both parties?
Are the prospect’s plans and timelines realistic for a successful outcome?
Is there a compelling event driving the decision and can we can deliver?
Will the buy-sell process demand more resources than we effectively manage?
Solution, Competition, Originality, Time Scales, Size, Money, Authority, Need.
I learned SCOTSMAN while at the PA Consulting Group. At PA there were plenty of real Scotsman! It was the PA standard model we used in global sales training programs – and a very popular model. SCOTSMAN uses more elements and it can provide rich insight. For particularly complex relationships and sales situations, SCOTSMAN is a good choice. You may need a “cheat sheet” or spreadsheet to work through the analysis (similarly with TAS).
Here is how the model works:
Do they like our solution?
Are we bidding a new service?
Are too many firms bidding?
Does the prospect express a negative bias?
Does the competition have any significant advantage?
Has the prospect committed our USPs to his selection criteria?
Has the prospect committed time to examine our strengths?
Has the prospect accepted our timescales?
Are the prospect’s plans realistic?
Is the decision or implementation too far away to be worthwhile?
Is the job or account potential big enough?
Will the job demand more resources than we can offer?
Are the fees within the prospect’s budget?
Is the budget realistic?
Are we much more expensive than the competition?
Are we talking/can we talk to the decision makers?
Do the decision makers know that there is a decision to be made?
Do we have a bad history/rapport with the decision makers?
Are consultants involved in the decision?
Do we have an inside salesperson?
Have we agreed the (business) case for the engagement?
Have we agreed a decision timetable with the prospect?
Budget, Authority, Need, Timeline
BANT is likely the most popular model in the B2B sales arena. I learned BANT while at IBM and I rely on it the most because it is easy. A short acronym quickly helps focus the mind around the four critical elements. Most of our lead scoring models with marketing automation use a BANT model to build a scoring qualification – though we recognize that the primary insight around lead quality will occur with the sales team after the lead has been deemed a Sales Qualified Lead (SQL).
Is budget available for project?
If no budget, will budget be provided
What is the contact’s title?
Are they a decision maker?
Are they an influencer?
What problem are they trying to solve?
Are they just researching?
Are they job seekers?
Are they college students?
Are they trying to sell YOU something?
When do they want to make a purchase decision?
Contact John Stone if you would like a copy of a spreadsheet tool to use with these methods.