ROObant

rooBANT is a sales qualification framework used to evaluate the suitability of prospective customers. It extends the traditional BANT model—Budget, Authority, Need, and Timing—by incorporating an initial readiness assessment to improve lead prioritization and alignment with purchase cycles.

Origin and usage: The term appears in several sales training resources and practitioner discussions as an optional enhancement to BANT. There is no single authoritative standard for rooBANT, and organizations may adapt the components to fit their selling context.

Core components: The framework divides evaluation into two phases. The 'roo' phase covers Readiness for change, Organizational alignment, and Objectives (or Opportunity) value. The 'BANT' phase applies Budget, Authority, Need, and Timing to determine purchasing capability and urgency. Together, rooBANT aims to provide a more holistic view of a prospect than BANT alone.

Implementation: Teams typically assign scores to each criterion, create an overall rooBANT score, and use predefined thresholds to determine next steps such as discovery, product demonstration, or nurture. The framework can be used in CRM fields, training scenarios, and sales playbooks.

Advantages and limitations: Proponents say rooBANT standardizes qualification, improves prioritization, and aligns sales and marketing. Critics note potential rigidity, overemphasis on self-reported data, and risk of masking nuanced buying dynamics in complex purchases.

See also: BANT, lead qualification, sales enablement.