ANUM Framework
ANUM Framework
ANUM Framework
ANUM Framework
ANUM Framework
ANUM Framework
ANUM Framework
ANUM Framework
What Is ANUM?
What Is ANUM?
What Is ANUM?
ANUM is a sales framework Ken Krogue created. It is based upon the BANT framework ideas. ANUM is used to signify Authority and Need, Urgency, Money.
Sales representatives can use the ANUM method to save time and avoid calling unqualified leads. This could result in a sale.
You must pre-qualify leads to apply for ANUM.
ANUM stresses the importance of qualifying potential customers early on in the process. It is important to pre-qualify potential customers before you communicate with them.
To help you prioritize leads, you can identify your ideal customer profile. You will find leads that match your ideal customer profile and convert.
But that's not all. Check that the lead matches your ICP and then decide if you can win the lead. The question will help you prioritize prospects and allow you to focus your efforts on those most likely to succeed.
We have some things to say before we dive into the details of ANUM. Chrome Extension by Slintel allows you to use the ANUM framework.
Find decision-makers and contact details in organizations that cover the "A" market.
- Share your software stack, buying intent score or desire to buy for a target account.
- Discuss your software stack and other technographic data in order to determine if you would be willing to spend money on a similar tool.
- Using the firmographics and information of an organization, you can determine whether a target account fits your ICP
ANUM is a sales framework Ken Krogue created. It is based upon the BANT framework ideas. ANUM is used to signify Authority and Need, Urgency, Money.
Sales representatives can use the ANUM method to save time and avoid calling unqualified leads. This could result in a sale.
You must pre-qualify leads to apply for ANUM.
ANUM stresses the importance of qualifying potential customers early on in the process. It is important to pre-qualify potential customers before you communicate with them.
To help you prioritize leads, you can identify your ideal customer profile. You will find leads that match your ideal customer profile and convert.
But that's not all. Check that the lead matches your ICP and then decide if you can win the lead. The question will help you prioritize prospects and allow you to focus your efforts on those most likely to succeed.
We have some things to say before we dive into the details of ANUM. Chrome Extension by Slintel allows you to use the ANUM framework.
Find decision-makers and contact details in organizations that cover the "A" market.
- Share your software stack, buying intent score or desire to buy for a target account.
- Discuss your software stack and other technographic data in order to determine if you would be willing to spend money on a similar tool.
- Using the firmographics and information of an organization, you can determine whether a target account fits your ICP
ANUM is a sales framework Ken Krogue created. It is based upon the BANT framework ideas. ANUM is used to signify Authority and Need, Urgency, Money.
Sales representatives can use the ANUM method to save time and avoid calling unqualified leads. This could result in a sale.
You must pre-qualify leads to apply for ANUM.
ANUM stresses the importance of qualifying potential customers early on in the process. It is important to pre-qualify potential customers before you communicate with them.
To help you prioritize leads, you can identify your ideal customer profile. You will find leads that match your ideal customer profile and convert.
But that's not all. Check that the lead matches your ICP and then decide if you can win the lead. The question will help you prioritize prospects and allow you to focus your efforts on those most likely to succeed.
We have some things to say before we dive into the details of ANUM. Chrome Extension by Slintel allows you to use the ANUM framework.
Find decision-makers and contact details in organizations that cover the "A" market.
- Share your software stack, buying intent score or desire to buy for a target account.
- Discuss your software stack and other technographic data in order to determine if you would be willing to spend money on a similar tool.
- Using the firmographics and information of an organization, you can determine whether a target account fits your ICP
ANUM is a sales framework Ken Krogue created. It is based upon the BANT framework ideas. ANUM is used to signify Authority and Need, Urgency, Money.
Sales representatives can use the ANUM method to save time and avoid calling unqualified leads. This could result in a sale.
You must pre-qualify leads to apply for ANUM.
ANUM stresses the importance of qualifying potential customers early on in the process. It is important to pre-qualify potential customers before you communicate with them.
To help you prioritize leads, you can identify your ideal customer profile. You will find leads that match your ideal customer profile and convert.
But that's not all. Check that the lead matches your ICP and then decide if you can win the lead. The question will help you prioritize prospects and allow you to focus your efforts on those most likely to succeed.
We have some things to say before we dive into the details of ANUM. Chrome Extension by Slintel allows you to use the ANUM framework.
Find decision-makers and contact details in organizations that cover the "A" market.
- Share your software stack, buying intent score or desire to buy for a target account.
- Discuss your software stack and other technographic data in order to determine if you would be willing to spend money on a similar tool.
- Using the firmographics and information of an organization, you can determine whether a target account fits your ICP
What is the ANUM sales framework?
What is the ANUM sales framework?
What is the ANUM sales framework?
What is the ANUM sales framework?
Ken Krogue created the ANUM sales framework. It uses the BANT framework principles and places them in order to prioritize Authority over Budget (or money span>).
You will be familiar with CHAMP, BANT and ANUM, which are very similar to each other. Authority is the common principle in all three frameworks.
This piece is important because it allows you to qualify (or disqualify!) a lead. This is an important piece because it allows you to qualify (or disqualify!) a lead based on whether they are the decision maker.
A bad lead should never be nurtured by a sales rep. They will quickly determine if it is time to shift their efforts and get in touch with the company decision-maker or department.
This strategy allows salespeople not to waste time with unqualified leads or their contacts' time, which may not be able to push the sale forward.
Let's start with the preparation before we dive into the ANUM framework.
Ken Krogue created the ANUM sales framework. It uses the BANT framework principles and places them in order to prioritize Authority over Budget (or money span>).
You will be familiar with CHAMP, BANT and ANUM, which are very similar to each other. Authority is the common principle in all three frameworks.
This piece is important because it allows you to qualify (or disqualify!) a lead. This is an important piece because it allows you to qualify (or disqualify!) a lead based on whether they are the decision maker.
A bad lead should never be nurtured by a sales rep. They will quickly determine if it is time to shift their efforts and get in touch with the company decision-maker or department.
This strategy allows salespeople not to waste time with unqualified leads or their contacts' time, which may not be able to push the sale forward.
Let's start with the preparation before we dive into the ANUM framework.
Ken Krogue created the ANUM sales framework. It uses the BANT framework principles and places them in order to prioritize Authority over Budget (or money span>).
You will be familiar with CHAMP, BANT and ANUM, which are very similar to each other. Authority is the common principle in all three frameworks.
This piece is important because it allows you to qualify (or disqualify!) a lead. This is an important piece because it allows you to qualify (or disqualify!) a lead based on whether they are the decision maker.
A bad lead should never be nurtured by a sales rep. They will quickly determine if it is time to shift their efforts and get in touch with the company decision-maker or department.
This strategy allows salespeople not to waste time with unqualified leads or their contacts' time, which may not be able to push the sale forward.
Let's start with the preparation before we dive into the ANUM framework.
Ken Krogue created the ANUM sales framework. It uses the BANT framework principles and places them in order to prioritize Authority over Budget (or money span>).
You will be familiar with CHAMP, BANT and ANUM, which are very similar to each other. Authority is the common principle in all three frameworks.
This piece is important because it allows you to qualify (or disqualify!) a lead. This is an important piece because it allows you to qualify (or disqualify!) a lead based on whether they are the decision maker.
A bad lead should never be nurtured by a sales rep. They will quickly determine if it is time to shift their efforts and get in touch with the company decision-maker or department.
This strategy allows salespeople not to waste time with unqualified leads or their contacts' time, which may not be able to push the sale forward.
Let's start with the preparation before we dive into the ANUM framework.
The ANUM Sales Framework
The ANUM Sales Framework
The ANUM Sales Framework
The ANUM Sales Framework
Authority
Sales reps use the ANUM platform to reach potential customers and pitch on decision-makers with authority.
It doesn’t matter who calls the final bell.
In smaller businesses, it might be the finance manager. Sometimes, there may be many people involved or they might need to know about them all.
Before you move on, it is important to get in touch with several decision-makers.
Need
Once you have attracted their attention, it is crucial to get to know them.
As you go through this phase, keep in mind your core roles and responsibilities.
Solutions-based presentations will be more specific to your problems than general ideas.
Consultative selling is another option. This approach focuses on the customer's needs and solves them.
Urgency
This step assesses the prospect's need for a solution to their problem.
It is possible to identify potential needs and provide personalized answers which could make this step much easier.
Keep up with the latest happenings in your company to make it easier to close sales.
This can be used to indicate a company's current status, such as mergers or acquisitions or structural changes.
Money
Although money is an important part of the sales process, it is equally important to communicate with decision-makers during previous actions.
Most companies don't have the budget to purchase a product or service. Even if they do have a budget, this may give the decision-maker enough leverage for raising more money.
It is possible that you have already made contact with prospects and this can increase their willingness to invest in the solution. This makes it easier for you to discuss money.
Authority
Sales reps use the ANUM platform to reach potential customers and pitch on decision-makers with authority.
It doesn’t matter who calls the final bell.
In smaller businesses, it might be the finance manager. Sometimes, there may be many people involved or they might need to know about them all.
Before you move on, it is important to get in touch with several decision-makers.
Need
Once you have attracted their attention, it is crucial to get to know them.
As you go through this phase, keep in mind your core roles and responsibilities.
Solutions-based presentations will be more specific to your problems than general ideas.
Consultative selling is another option. This approach focuses on the customer's needs and solves them.
Urgency
This step assesses the prospect's need for a solution to their problem.
It is possible to identify potential needs and provide personalized answers which could make this step much easier.
Keep up with the latest happenings in your company to make it easier to close sales.
This can be used to indicate a company's current status, such as mergers or acquisitions or structural changes.
Money
Although money is an important part of the sales process, it is equally important to communicate with decision-makers during previous actions.
Most companies don't have the budget to purchase a product or service. Even if they do have a budget, this may give the decision-maker enough leverage for raising more money.
It is possible that you have already made contact with prospects and this can increase their willingness to invest in the solution. This makes it easier for you to discuss money.
Authority
Sales reps use the ANUM platform to reach potential customers and pitch on decision-makers with authority.
It doesn’t matter who calls the final bell.
In smaller businesses, it might be the finance manager. Sometimes, there may be many people involved or they might need to know about them all.
Before you move on, it is important to get in touch with several decision-makers.
Need
Once you have attracted their attention, it is crucial to get to know them.
As you go through this phase, keep in mind your core roles and responsibilities.
Solutions-based presentations will be more specific to your problems than general ideas.
Consultative selling is another option. This approach focuses on the customer's needs and solves them.
Urgency
This step assesses the prospect's need for a solution to their problem.
It is possible to identify potential needs and provide personalized answers which could make this step much easier.
Keep up with the latest happenings in your company to make it easier to close sales.
This can be used to indicate a company's current status, such as mergers or acquisitions or structural changes.
Money
Although money is an important part of the sales process, it is equally important to communicate with decision-makers during previous actions.
Most companies don't have the budget to purchase a product or service. Even if they do have a budget, this may give the decision-maker enough leverage for raising more money.
It is possible that you have already made contact with prospects and this can increase their willingness to invest in the solution. This makes it easier for you to discuss money.
Authority
Sales reps use the ANUM platform to reach potential customers and pitch on decision-makers with authority.
It doesn’t matter who calls the final bell.
In smaller businesses, it might be the finance manager. Sometimes, there may be many people involved or they might need to know about them all.
Before you move on, it is important to get in touch with several decision-makers.
Need
Once you have attracted their attention, it is crucial to get to know them.
As you go through this phase, keep in mind your core roles and responsibilities.
Solutions-based presentations will be more specific to your problems than general ideas.
Consultative selling is another option. This approach focuses on the customer's needs and solves them.
Urgency
This step assesses the prospect's need for a solution to their problem.
It is possible to identify potential needs and provide personalized answers which could make this step much easier.
Keep up with the latest happenings in your company to make it easier to close sales.
This can be used to indicate a company's current status, such as mergers or acquisitions or structural changes.
Money
Although money is an important part of the sales process, it is equally important to communicate with decision-makers during previous actions.
Most companies don't have the budget to purchase a product or service. Even if they do have a budget, this may give the decision-maker enough leverage for raising more money.
It is possible that you have already made contact with prospects and this can increase their willingness to invest in the solution. This makes it easier for you to discuss money.
Common Questions in the ANUM Framework
Common Questions in the ANUM Framework
Common Questions in the ANUM Framework
Common Questions in the ANUM Framework
Authority
- These are just some examples to get you started.
- Tell us about your role in the company.
- Tell us about your organization's structure.
- Would you like to discuss how our product/service can benefit your company? Who is the best person to contact?
- Do you know of any others who would be interested in joining these discussions?
Need
- These questions can be asked during this stage:
- How many years has this problem been a problem for you?
- Are you not looking for a solution now?
- Please guide me through this process.
- What would your solution be if it were immediately available?
Urgency
- Ask exploratory questions to identify potential hazards and obstacles.
- Which problem is most important to you?
- What are your plans to complete this task?
- What does this mean for the priorities of another department/company?
- What happens if this isn't corrected?
Money
- These questions will help you clarify your question:
- Do you have a budget?
- What is the most important thing to do in order to resolve the current crisis?
- Who should take part in the purchase confirmation
- What are the steps to approve purchases exceeding your budget?
Authority
- These are just some examples to get you started.
- Tell us about your role in the company.
- Tell us about your organization's structure.
- Would you like to discuss how our product/service can benefit your company? Who is the best person to contact?
- Do you know of any others who would be interested in joining these discussions?
Need
- These questions can be asked during this stage:
- How many years has this problem been a problem for you?
- Are you not looking for a solution now?
- Please guide me through this process.
- What would your solution be if it were immediately available?
Urgency
- Ask exploratory questions to identify potential hazards and obstacles.
- Which problem is most important to you?
- What are your plans to complete this task?
- What does this mean for the priorities of another department/company?
- What happens if this isn't corrected?
Money
- These questions will help you clarify your question:
- Do you have a budget?
- What is the most important thing to do in order to resolve the current crisis?
- Who should take part in the purchase confirmation
- What are the steps to approve purchases exceeding your budget?
Authority
- These are just some examples to get you started.
- Tell us about your role in the company.
- Tell us about your organization's structure.
- Would you like to discuss how our product/service can benefit your company? Who is the best person to contact?
- Do you know of any others who would be interested in joining these discussions?
Need
- These questions can be asked during this stage:
- How many years has this problem been a problem for you?
- Are you not looking for a solution now?
- Please guide me through this process.
- What would your solution be if it were immediately available?
Urgency
- Ask exploratory questions to identify potential hazards and obstacles.
- Which problem is most important to you?
- What are your plans to complete this task?
- What does this mean for the priorities of another department/company?
- What happens if this isn't corrected?
Money
- These questions will help you clarify your question:
- Do you have a budget?
- What is the most important thing to do in order to resolve the current crisis?
- Who should take part in the purchase confirmation
- What are the steps to approve purchases exceeding your budget?
Authority
- These are just some examples to get you started.
- Tell us about your role in the company.
- Tell us about your organization's structure.
- Would you like to discuss how our product/service can benefit your company? Who is the best person to contact?
- Do you know of any others who would be interested in joining these discussions?
Need
- These questions can be asked during this stage:
- How many years has this problem been a problem for you?
- Are you not looking for a solution now?
- Please guide me through this process.
- What would your solution be if it were immediately available?
Urgency
- Ask exploratory questions to identify potential hazards and obstacles.
- Which problem is most important to you?
- What are your plans to complete this task?
- What does this mean for the priorities of another department/company?
- What happens if this isn't corrected?
Money
- These questions will help you clarify your question:
- Do you have a budget?
- What is the most important thing to do in order to resolve the current crisis?
- Who should take part in the purchase confirmation
- What are the steps to approve purchases exceeding your budget?