What is FAINT?
RAIN Group’s president, Mike Schultz, created FAINT in response to the inadequacy of BANT in many sales cases. As a sales qualification framework, it is designed for selling in situations where prospects don’t have true set aside budgets for your solution.
Much like ANUM’s creator, Ken Krogue, Mike felt BANT’s prioritization of the B for Budget put the cart before the horse for many prospective buyers, because many do not have predetermined budgets set aside for your solution – many buyers don’t even know your solution exists and can help them reach new heights.
But just because they have not set aside a true budget the way they see it does not mean they do not have the funds for your solution – cash flow.
FAINT stands for: