BANT, ANUM, GPCT, you’ve heard the terms but you might or might not understand what they mean. They are all qualification models that different companies use to qualify prospects. The problem is nobody, knows how to use them. They are just terms people write about and complain about. In this session, Gabe Larsen, Director of InsideSales.com Labs tackles the topic of which model is most appropriate and then shows you how to actually build a qualification model into your day-to-day activities to help you sell more.
In this session you’ll learn:
- What is BANT
- The reasons and research to move from BANT to ANUM
- How to build a qualification table that can be used in your qualification process