An acronym used by Sales teams to qualify their leads. It’s used to gauge whether the lead is a good lead to pursue. It stands for B - Budget - Understand whether the prospect has the required budget to purchase your product or serviceA - Authority - Determine whether the person you’re in touch with is the final purchase decision makerN - Need - Understand whether the business has an actual need to buy your product or serviceT - Timeline - Understand the implementation time period

The stage of sales where the prospect is very close to a purchase. They have validated their problem, considered other options, and are very close to purchasing.

A partly made-up version of your ideal customer, created using real information about your current customers and market research. This helps people in inbound marketing, like you, pinpoint the audience they want to reach, and it's also useful for salespeople to determine if potential leads are a good fit.

A set of signals that can be used to determine whether