One more for tonight... I'm not sure if the author revamped this article recently but I think it's loaded with useful tips and explanations regarding Qualification and how you can improve if you are an SDR or AE. It's a long read, but here's the bottom line:

"BANT is still valid, it just needs to be modernized
What I hope to have shown you is that BANT sales qualification is still very much valid, it just needs to be modernized for use in SaaS sales, and in a different order:
  • N = Need = Impact on the customer business
  • T = Timeline = Critical event for the customer
  • B = Budget = Priority for the customer
  • A = Authority = Decision Process the customer goes through"

And here is the full article:
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