Map the Buying Committee Before You Forecast
Qualify authority by mapping the buying committee instead of relying on a single enthusiastic contact.
BANT can be useful in enterprise sales when it is treated as a discovery structure, not an interrogation script. The authority question is the one most often underdeveloped. A rep asks, 'Are you the decision maker?' and gets an answer that sounds reassuring. In a real enterprise account, that answer is usually incomplete. Authority lives in a buying system. The person who wants the solution may not own budget. The budget owner may not own risk. The risk owner may not own contract timing. The executive sponsor may not care about features but will care about strategic priority. Your job…
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