In sales, so many variables can affect whether an opportunity leads to a won deal. Most will be familiar with the classic formula for qualifying leads – BANT. BANT stands for:

Budget
Authority
Need
Timeframe

If the lead has clearly established BANT, then the route to purchase should be an easy one, right? Well...not exactly.

Ask any sales consultant if they've put time into one opportunity this month that ultimately did not lead to a sale and the likelihood is they'll tell you about 5. On the flip side, most salespeople can look back on deals that closed quickly and reflect on how they timed their outreach to perfection! So, how can sales teams speed up their sales cycles and focus their efforts in areas they can add value to their customers and employers?