ANUM: Authority, Need, Urgency, Money

ANUM is a BANT alternative — Authority, Need, Urgency, Money — that prioritises talking to a decision-maker before investing time qualifying budget.

What is ANUM?

ANUM was popularised by Ken Krogue at InsideSales.com. By front-loading Authority, reps avoid the most expensive sales mistake: running a full discovery cycle with someone who can't buy.

Frequently Asked Questions

What does ANUM stand for?: Authority, Need, Urgency, and Money.
How is ANUM different from BANT?: ANUM puts Authority first so reps don't waste cycles on non-decision-makers. BANT puts Budget first, which can over-qualify reps out of legitimate buyers.