Over the last few years, we’ve talked sales with more people than I can count, and while our conversations run the gamut of sales topics, a select few never fail to make an appearance: BANT, ANUM, and AN. For the uninitiated, BANT is a sales qualification process based on a prospect’s Budget, Authority, Need, and Timeframe. ANUM is a sales qualification process based on a prospect’s Authority, Need, Urgency, and Money. AN, which was inspired by ANUM, focuses on the top of the sales funnel, where Authority and Need are discussed first. […]