Page 92 - Superion Sales

SUPERION – Sales Playbook

Note: In each stage of the buying process, VVSS identifies specific sales actions that are required
to advance the opportunity to the next stage. The Sales Plan section of this document provides
more information about the required actions.

Deal Commit: Indicate the forecast category as defined in the “Stages of the Sales Cycle”
document.

BANT Qualifiers
A Vista best practice is to incorporate BANT (Budget, Authority, Need, Timeframe) qualifiers in our
Sales process. Business Development Representatives (BDRs), Client Success Executives
(CSEs), and Account Executives (AEs) uncover BANT information during the sales process and
need to update those fields.

Budget: Select from the picklist to indicate whether there is or could be a budget created for this
project.

Authority: Indicate Yes, No, or Unsure as to whether at least one Contact at the Director level or
above is interested in a purchase.

Need: Indicate the specific problem and/or pain point that can be addressed with a Superion
solution.

Timeframe for Purchasing: Indicate the potential purchase decision timeline from the picklist
options.

Business Dev Rep: The BDR completes this field for net new field opportunities.

Incumbent Software Vendor: Add the prospect’s current software vendor from the list of
competitors. It is very important to complete this field to help track the competitors we displace.

3/8/2018

Page 92