Sales · business glossary
What is BANT?
By Shivam Bhandari · Reviewed 31 October 2026 · How we write
definition
A lead-qualifying checklist covering Budget, Authority, Need, and Timeline, used to judge how ready a prospect really is to buy.
BANT explained
BANT is a lead-qualification checklist: Budget, Authority, Need and Timing. It was popularised by IBM for its sales teams.
example
A prospect with budget approved, the owner on the call, a clear need and a target date of next month is BANT-qualified.
why it matters
It helps sales teams prioritise leads likely to buy soon.
common mistake
Using BANT rigidly — some great prospects need help building a budget.
Frequently asked questions
What is BANT?
A lead-qualifying checklist covering Budget, Authority, Need, and Timeline, used to judge how ready a prospect really is to buy. BANT is a lead-qualification checklist: Budget, Authority, Need and Timing. It was popularised by IBM for its sales teams.
Why does BANT matter?
It helps sales teams prioritise leads likely to buy soon.
What is a common mistake with BANT?
Using BANT rigidly — some great prospects need help building a budget.
Related terms
Qualified lead
A lead that has been checked against real buying criteria (budget, authority, need, timeline) and confirmed worth pursuing seriously.
Decision maker
The person in a buying process who has actual authority to approve or block the purchase.
Lead
A person or company that has shown some interest in what you sell but hasn't yet been qualified as a serious prospect.