wiki/clients/current/citrus-america/2026-04-05-hubspot-bant-sql-automation.md · 660 words · 2026-04-05
HubSpot BANT Fields & SQL Workflow — Citrus America
Overview
Internal working session between Ben San Fratello and Mark Hope to plan and review HubSpot automation work for [1]. The session covered two main threads: resolving Ben's access limitations to the Citrus HubSpot sales workspace, and designing the BANT field structure and SQL workflow logic. A secondary thread addressed active issues with [2].
Date: 2026-04-05
Attendees: Ben San Fratello, Mark Hope
Key Decisions
- BANT fields should be checkboxes, not text/dropdown. The original fields (single text for Budget, dropdown for Authority) were replaced with four boolean checkbox fields — one per BANT component — to enable clean
true/false logic in workflow automation.
- A fifth field, BANT Notes, will be added as a plain text field for reps to capture qualitative context from discovery conversations.
- SQL workflow will be cloned from the MQL workflow. Rather than building from scratch, the existing MQL automation serves as the template. The SQL version retains all MQL criteria and adds a new criteria group requiring all four BANT checkboxes to be checked.
- BANT criteria belong in the top enrollment tile, not as downstream steps. All qualification logic lives in the entry condition, consistent with how the MQL workflow is structured.
- HubSpot sales workspace access is not required. Ben can view and verify deal records via the main CRM → Deals tab, which provides sufficient visibility without a Sales Hub seat.
BANT Field Structure
| Field |
Type |
Purpose |
| Budget |
Checkbox |
Has the prospect confirmed budget availability? |
| Authority |
Checkbox |
Has the decision-maker been identified? |
| Need |
Checkbox |
Has a clear business need been established? |
| Timeline |
Checkbox |
Has a purchase timeline been confirmed? |
| BANT Notes |
Text |
Free-form notes from discovery; not used in automation logic |
All five fields are deal-level properties and must be added to the deal record card via Customize Properties in the deal view.
SQL Workflow Build Plan
- Clone the existing MQL — Marketing Qualified Lead workflow.
- Rename the clone to SQL — Sales Qualified Lead.
- Open the top enrollment tile (the criteria block that currently checks for known name, email, phone, state, and category).
- Add a new criteria group at the bottom of that tile using AND logic:
- Budget is true
- Authority is true
- Need is true
- Timeline is true
- Result: A contact becomes an SQL only when they satisfy all MQL criteria and a rep has completed the full BANT assessment.
Note: The BANT checkbox fields must be created before the workflow criteria can be configured. Complete field creation first, then return to finish the workflow.
HubSpot Access Issue
Ben's core HubSpot seat blocked access to the Citrus sales workspace. Mark attempted to assign an available seat but the seat pool was exhausted. Workaround confirmed: the CRM → Deals tab provides full deal record visibility and is sufficient for verifying property changes and automation behavior. Sales workspace access is not needed.
Action Items
- [ ] Ben: Delete the original BANT fields (single text / dropdown variants) from Citrus HubSpot deal properties
- [ ] Ben: Create four new checkbox deal properties: Budget, Authority, Need, Timeline
- [ ] Ben: Create one text deal property: BANT Notes
- [ ] Ben: Add all five new fields to the deal record card via Customize Properties
- [ ] Ben: Clone the MQL workflow; rename to SQL — Sales Qualified Lead
- [ ] Ben: Add BANT criteria group (all four checkboxes = true) to the top enrollment tile of the cloned workflow
- [ ] Ben: Notify Mark when complete for review before enabling the workflow