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Using “Weighted BANT” Lead Qualification process with Microsoft Dynamics CRM

Using “Weighted BANT” Lead Qualification process with Microsoft Dynamics CRM

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I found this blog article on Weighted BANT. I wanted to try implementing it with Dynamics CRM. Here’s how it worked out. With zero code, I created this in a few hours using the scoring assumptions below. How are you using BANT or other lead qualification methods with Dynamics CRM?

I started with the scoring assumptions.

Authority (which of the following best describes your influence on the purchase decision)?

0 = I have no authority and no access to the decision maker(s).
1 = I have no authority, but have direct access to the decision maker(s).
2 = I influence the decisions and have access to the decision maker(s).
3 = I am one of several decision makers.
4 = I have complete authority as the sole decision maker.

Need (do you have current business need for xxx solution)?

0 = No.
1 = likely.
2 = I definitely have the need. This product/project has potential to help.
3 = I definitely have the need. This product is one of them that can help.
4 = I definitely have the need. This is one of the very few products I’m looking at and will help.

Budget (Do you have budget allocated for this business need)?

0 = no
1 = likely to have some budget soon
2 = have some budget, but not sufficient
3 = have budget that may be just right
4 = have sufficient budget

Time (what timeframe are you working with to solve this problem)?

0 = No Time Commitment.
1 = 12 months+.
2 = 7-12 Months.
3 = 3-6 months.
4 = 0-3 months.

Then, I created a process flow of what the qualification would look like.

 

Once that was done, creating the process using Dynamics CRM Dialogs was pretty simple. Here’re the end results of that process. Salesperson wants to qualify a lead. She runs through the 4 steps prompt & response dialog.

Here’re the screenshots of the 4 steps.

1.  2

3  4

In the background, each of these follows weighted scoring to finally calculate total BANT score and take actions called out in the flowchart above.

After trying it out on 5 leads, Activity Feeds shows:


 

Other salespeople as well as sales manager who follow all team members will now see this activity as well, and collaborate with this sales person if they have any comments, and/or follow these newly created/qualified objects.

Here’s what the actual process looks like. In order to fit it into two screenshots, I have collapsed the other ‘page’ sections, but they are very similar to the Determine Authority one that’s shown here.

This is the prompt and response form for Determine Authority:

 

Form to set ScoreA after determining authority:

Updating ScoreOverall everytime a step/response is complete:


 

And finally, a post that shows the creation of opportunity:

 

I have the solution with me (still working to figure where to post it. If you want it, find me on twitter @manishapowar.

 

Manisha Powar

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