Emilio Garcia defines what makes a lead qualified in B2B sales. A lead is a known contact or company with potential business interest. Garcia uses BANT—Budget, Authority, Need, and Timing—to assess whether a lead represents a real opportunity.
One big hurdle on this process of qualification versus prospecting is how do you define the word lead? Qualified lead, what does it mean? And, and how do you move from a regular lead or a, a, a non-qualified lead to a qualified one? It is the reason why these two processes that are going against each other or in different directions, get confused. So I'll start there. So most people will consider a lead, sometimes they call it a prospect, a known contact or company, B2B will be mostly an account, that might be of business interest. The qualification process, there are many, many methodologies, but the one that has stick for the longest is known as BAND, which is Budget, Authority, Need, and Time or Timing. There are more, you know, I think better ones, but at least everyone feels intuitively that they understand that for a lead to be qualified to have a business opportunity
