What is ANUM?
ANUM was a sales qualification framework developed by Ken Krogue in 2012 at InsideSales in response to new developments rising from the use of the age-tested BANT framework initially created at IBM in the 1960’s.
After the economic crash of 2008 and the internet/social media driving more relevant information and education into buyers’ hands – many sales reps started to receive feedback from their prospects that BANT may have been putting the cart before the horse and making buyers feel “pressured.”
Some even equating prioritizing the B for Budget first to asking the prospect for his/her W2 on the first date. Usually doesn’t go over well.
ANUM aims to reprioritize key talking points to drive a more effective sales conversation.
ANUM stands for:
Authority – Is the lead the decision-maker for purchasing your product or service?
Need – What are the lead’s needs and can your product or service can solve/meet them?
Urgency – Is this lead going to make up their mind soon, or will it be a drawn-out process?
Money – Do they have the money to buy your product or service?
Here are examples of ANUM questions that have routinely been used: