BANT Lead Qualification Workflow

Estimated Time: 2-4 hours per lead | Difficulty: Beginner | Team Size: 1-3 people Qualify sales leads using the proven BANT methodology (Budget, Authority, Need, Timeline). This structured workflow helps sales teams systematically evaluate prospects, prioritize high-value opportunities, and route leads appropriately for maximum conversion rates. Stop wasting time on unqualified leads and focus your efforts where they matter most.

9 steps 3 automations

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Process steps

Collect prospect contact information

4 hours from previous step

task

Record the lead source, full contact details, and initial interest level. Complete prospect data upfront enables more effective BANT qualification conversations and helps sales reps personalize their approach.

Form fields in this step

First name

Last name

Phone number

Company name

Industry

If 'Other', please describe below

Use case / Requirement

Apply initial qualification criteria checklist

8 hours from previous step

task

Check if the prospect meets your minimum qualification requirements before investing time in BANT analysis. Verify company type, location, and size against your ideal customer profile to quickly filter out poor fits.

Form fields in this step

Select criteria application to the prospect

What is the deal size?

Route unqualified lead to partner network

1 days from previous step

task

When a prospect does not meet your qualification criteria, maintain the relationship by referring them to partner companies who may be a better fit. This builds goodwill and creates potential future referral opportunities.

Form fields in this step

What is the annual contract value?

Prospect qualifies - Call prospect

24 hours from previous step

task

Prospect Details: Name: {{first-name-7643839}} {{last-name-7643841}} Company Name: {{company-name-7643836}} Phone: {{phone-number-7643837}} Requirement: {{use-case-requirement-7643834}} Deal Size: {{what-is-the-deal-size-7643831}}

Capture lead information

4 hours from previous step

task

Record where the lead came from, contact details, and initial interest. The more context you have upfront, the better your qualification conversation will be.

Assess fit and need

48 hours from previous step

task

BANT Component: NEED - Does this lead match your ideal customer profile? Do they have the problem you solve? Ask questions to understand their situation. Not every lead is worth pursuing.

Evaluate budget and authority

72 hours from previous step

task

BANT Components: BUDGET and AUTHORITY - Can they afford your solution? Are you talking to someone who can make the decision? If not, find out who can. Chasing leads without budget or authority wastes everyones time.

Determine timeline

96 hours from previous step

task

BANT Component: TIMELINE - When do they need a solution? Is there a specific event or deadline driving urgency? Leads with no timeline often stall. Focus energy on deals that will close.

Score and route

120 hours from previous step

task

Based on BANT criteria collected, rate the lead: Hot leads (strong on all 4 criteria) go to sales immediately. Warm leads (2-3 criteria met) get nurtured. Cold leads (0-1 criteria) might not be worth pursuing. Document your assessment and next steps.