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Showing posts with the label BANT

How can AI Project Opportunities be validated?

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    Who are the authors? 1.Gianluca  Mauro and Nicolò Valigi cofounded AI Academy, a company that advises on AI strategy and runs workshops teaching the concepts covered in this book. - Through AI Academy, Gianluca and Nicolò have helped companies, ranging from idea-phase startups to multinational corporations, kick-start their AI journeys. 2.Gianluca  has a background in engineering and entrepreneurship. His passion is to use human creativity to explore how technology can build better products and a better society. He thrives to inspire people to do the same by speaking at universities, corporations, and industry conferences. In his free time, he enjoys playing music, practicing martial arts, and lifting weights.(Book Citation) 3.Nicolò likes tinkering with code, robots, and (seemingly) intelligent software. He has worked on the brains of drones, the gears of NASA spacecraft, and helped push bits in self-driving cars. He also regularly presents at inter...

Why should business developers stop closing deals?

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Recommended Reading:  GAP SELLING by KEENAN Why should business developers stop closing deals? Why Gap selling is better than BANT (Budget, authority, Needs, and Time’’? We all know this mantra ‘’It is not what you know, but who you know’’. Yet,I think this mantra needs a small modification , ‘’It’s important who you are and what you want to do’’. In practice, business developers’ focus on closing a sale, they forgot that customers want a value. You bet on your relationships to get deals fast. Yet, it fails to create an innovative & dynamic market. Business development is a bout identifying gaps, change, building a value, and expertise that sell. This why business developers should stop closing deals and start delivering a real value through  Gap selling Let’s explore together  what gap selling is and why gap selling is better than BANT: According to KEENAN ‘’ Gap selling is about establishing trust and revealing all of the knowledge you possess about your customer’s ...