---
title: HubSpot BANT Qualification Property Setup
type: article
created: '2026-04-05'
updated: '2026-04-05'
source_docs:
- raw/2025-11-05-sales-strategy-99467692.md
tags:
- hubspot
- bant
- crm
- qualification
- sales-ops
- automation
- lifecycle-stage
layer: 2
client_source: null
industry_context: null
transferable: true
---

# HubSpot BANT Qualification Property Setup

## Overview

This article documents the design and implementation of a custom BANT qualification property in HubSpot, established during Asymmetric's 90-day sales playbook build-out. The property enables sales reps to track lead qualification status at a glance and automatically route under-qualified leads into appropriate nurture sequences.

The core principle: a lead is **Sales Qualified (SQ)** only when all four BANT criteria are confirmed. If any single criterion is missing, the lead is **Marketing Qualified (MQ)** and should enter a nurture drip rather than the active sales pipeline.

---

## BANT Framework

| Letter | Criterion | What to Assess |
|--------|-----------|----------------|
| **B** | Budget | Does the prospect have the financial resources to engage? Are they budget-constrained or cost-sensitive? |
| **A** | Authority | Is the contact a decision-maker, or an influencer who needs committee buy-in? |
| **N** | Need | Do they have an active, acknowledged pain point (stagnating growth, competitive pressure)? |
| **T** | Time | Are they ready to act now, or is this a "someday" conversation? |

---

## Property Design

### Primary Property: BANT Checkboxes

- **Property name:** `bant_qualification`
- **Field type:** Multiple checkboxes
- **Options:**
  - Budget confirmed
  - Authority confirmed
  - Need confirmed
  - Timeline confirmed

All four boxes checked = Sales Qualified. Any box unchecked = Marketing Qualified / Not Ready.

### Secondary Property: BANT Notes

- **Property name:** `bant_notes`
- **Field type:** Multi-line text
- **Purpose:** Capture context for any unchecked criterion — e.g., "Authority: contact is an influencer, decisions made by committee of 3," or "Timeline: revisiting at business planning in Q4."
- **Conditional logic:** Trigger a required note entry when any checkbox is *unchecked*, so reps document the gap rather than leaving it blank.

### Contact Overview Tile

Both properties should be surfaced as a dedicated **BANT tile** on the Contact overview screen in HubSpot (via *Customize* → add card/section). This keeps qualification status visible without digging into property lists.

---

## Lifecycle Stage: "Not Ready"

A custom lifecycle stage called **Not Ready** was added to HubSpot to hold MQ leads — those who have been contacted and assessed but are missing at least one BANT component.

**Stage placement:** Between Marketing Qualified Lead (MQL) and Sales Qualified Lead (SQL) in the pipeline view.

**Routing logic:**
- Rep completes a discovery call → assesses BANT → one or more criteria missing → rep changes lifecycle stage to **Not Ready**
- HubSpot automation detects the stage change → enrolls contact in the **Not Ready drip sequence**

If *no* BANT criteria can be assessed (prospect hasn't responded), the contact remains in the outreach queue and may enter the **No Contact drip** instead. See [[wiki/knowledge/crm-automation/hubspot-nurture-sequences]] for drip sequence details.

---

## Qualification Decision Logic

```
After discovery call:
  ├── All 4 BANT criteria confirmed?
  │     └── YES → Mark as Sales Qualified → schedule presentation with Mark
  │
  └── Any criterion missing?
        ├── Document gap in BANT Notes
        ├── Set lifecycle stage → "Not Ready"
        └── Automation enrolls in Not Ready drip (1x/month cadence)
              └── If prospect engages with drip content → notify rep for personal follow-up
```

---

## Implementation Steps

1. **Create BANT checkbox property** in HubSpot contact properties (custom group)
2. **Create BANT Notes text property** in the same group
3. **Set conditional logic** so that unchecking any BANT box prompts a required note
4. **Add BANT tile** to the Contact overview layout via Customize
5. **Create "Not Ready" lifecycle stage** in pipeline settings
6. **Build automation:** When lifecycle stage changes to *Not Ready* → enroll in Not Ready drip sequence
7. **Build automation:** When contact engages with drip email content → send internal notification to assigned rep

---

## Usage in Practice

**Example scenario — Authority gap:**
> Rep speaks with a marketing manager at a $20M F&B company. Budget is confirmed, need is strong (stagnating growth), and they want to move soon — but all decisions require sign-off from a three-person committee. Rep checks B, N, T; leaves A unchecked; notes "Influencer only, committee decision, needs to loop in VP Sales and CFO." Lifecycle stage → Not Ready. Contact enters monthly drip.

**Example scenario — Fully qualified:**
> Rep speaks with a VP of Marketing who has budget authority, an active pain point (losing share to national brands), and wants to start within 30 days. All four BANT boxes checked. Lifecycle stage → Sales Qualified. Rep schedules presentation call with Mark.

---

## Related Articles

- [[wiki/knowledge/crm-automation/hubspot-nurture-sequences]]
- [[wiki/knowledge/sales/outbound-prospecting-playbook]]
- [[wiki/knowledge/sales/funnel-metrics-and-targets]]
- [[wiki/clients/asymmetric/_index]]