Classic BANT checks if a buyer COULD buy.

 

BANT 2.0 checks if they actually WILL buy.

In many teams I see BANT used just as a checkbox.

You tick 4 boxes.
You turn the deal “green”.
You relax.

Then the deal dies in “no decision”.

You know that pain, right?

The problem is that classic BANT only works in simple deals.

In complex deals with buying groups, risk, fear and politics…

BANT tells you if the purchase is possible.

But not if the group will move together.

So I rebuilt BANT for a multi-buyer world.

I call it BANT 2.0. and here is how it looks like:

1️⃣ Business Case instead of Budget

Not only “Do you have budget?”

You confirm a shared business case in numbers.

• Problem cost in real money
• Cost of inaction
• Simple before / after story

If no clear business case, you have interest, not intent.

2️⃣ Alignment instead of Authority

Not only “Who decides?”

You map alignment inside the group.

• Who wins with this project
• Who gains work or loses control
• Who blocks in silence

Alignment means key people see upside for their own goals.

3️⃣ Narrative instead of Need

Your champion must sell when you are not there.

You give a short forwardable story:

• One problem
• One outcome
• One short proof point

If the champion cannot repeat it in the same words, forecast stays low.

4️⃣ Triggers instead of Time

Deals move when real triggers hit.

• Renewals
• Board reviews
• New leaders
• Legal or risk events

You link your timeline to their triggers, not to your quarter.

So here is a simple checklist for your next deal:

• Business Case: number, sponsor, document
• Alignment: map of buyers, winners, blockers
• Narrative: one-page summary in buyer words
• Triggers: clear event, clear date

From my experience sales teams that mix BANT 2.0 signals with deep MEDDIC or SPICED diagnostics gain clear views, faster no’s and cleaner yes’s.

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