You wrap up an exploratory call with a prospect and assign them a BANT score of 3 out of 10 (10 being the highest). You decide to assign the prospect more homework to see if they’re committed to inbound. Is this a good decision?
A) No, de-prioritize the prospect and spend less time and effort with them.
B) Yes, if you think they might still be a good fit, you could test the prospect’s commitment by assigning more homework.
C) Yes, you should assign homework to all your prospects. You might have missed something during the exploratory call and the prospect could surprise you.
D) No, anytime a prospect scores 3 or below, don’t spend more time on them.