BANT vs MEDDPICC: where each of BANT’s four letters went
BANT has four letters: Budget, Authority, Need and Timeline. MEDDPICC has eight, and none of them is Budget. Every BANT letter still has a place in MEDDPICC, and three of MEDDPICC’s letters have no BANT counterpart at all.
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BANT or MEDDPICC: which should I use?
Use BANT to decide whether a lead is worth a first meeting, and MEDDPICC once it is a deal you mean to close. A lead passes BANT with an answer to each of its four letters. In MEDDPICC an answer is where a letter starts: a named person who can sign is the start of the Economic Buyer, not the end of it.
| The deal needs | BANT | MEDDPICC |
|---|---|---|
| Money for it | Budget | Metrics,Economic Buyer,Paper Process |
| Someone who can sign | Authority | Economic Buyer |
| A problem worth fixing | Need | Identify Pain |
| A date it has to happen by | Timeline | Decision Process,Compelling Event, not a MEDDPICC letter · SalesWolf tracks it |
| How they will choose | no letter | Decision Criteria |
| Someone selling for you inside | no letter | Champion |
| What else they could do | no letter | Competition |
What does BANT stand for?
Budget, Authority, Need and Timeline, as salesforce.com gives them in “What is BANT?”, published on 3 September 2024. Some glossaries write the T as Timing or Timeframe. It asks the same thing: when they mean to buy.
Why doesn’t MEDDPICC have a B for Budget?
Because a yes to “is there budget?” doesn’t tell you what justifies the spend or how the money reaches a signature. MEDDPICC splits budget across three letters: Metrics, the Economic Buyer and Paper Process. What each one holds is under where budget is in MEDDPICC.
Is BANT’s Authority the same as the Economic Buyer?
It starts in the same place. BANT’s Authority asks who can make the decision, and that name is where the Economic Buyer starts, at named. MEDDPICC keeps going: motivated, what that person is measured on, and engaged, whether they have spent time on this deal themselves.
Is BANT’s Need the same as Identify Pain?
Close. BANT’s Need is a problem the buyer has, and a problem said out loud is where Identify Pain starts, at stated. The rungs above it are what BANT leaves out: contextualized, who it hits and what they do instead, and quantified, a number on it.
Where did BANT’s Timeline go?
Into two places, and only one of them is a MEDDPICC letter. Decision Process reaches dated when you know roughly when every step to a signature happens. The reason those dates hold is the compelling event, which reaches dated when the buyer, not you, holds the date. The compelling event is not one of MEDDPICC’s eight letters. SalesWolf tracks it anyway.
What does MEDDPICC ask that BANT doesn’t?
Three letters: Decision Criteria, how they will choose; Champion, someone selling for you inside; and Competition, what else they could do. A deal can pass all four of BANT’s letters with none of these asked.
SalesWolf runs on MEDDPICC and nothing else.
This is the definition.
On a deal it has a position, and the position is the argument.
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