Account Executives work closely with Sales Development representatives and other team members to ensure a smooth sales process and achieve revenue goals. BANT is a sales qualification framework that can be used to assess a potential customer’s readiness to buy. It considers four critical factors: Budget, Authority, Need and Timeline. BANT helps salespeople identify high-potential leads and prioritize their efforts. The ICP is a detailed description of the type of customer a company is best suited to serve. An ICP contains demographic, company, and behavioral characteristics that help sales and marketing teams target their efforts more effectively.
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