Sales Qualification Frameworks
Effective qualification is essential for sales success. Explore these proven frameworks to qualify opportunities and focus your efforts on the right prospects.
BANT
Budget, Authority, Need, Timeline - IBM's classic qualification framework that focuses on financial capability, decision-making power, problem identification, and purchase timeframe.
MEDDIC
Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion - An enterprise-focused framework designed for complex B2B sales cycles.
MEDDPICC
Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champion, Competition - An extended version of MEDDIC for complex enterprise sales with procurement and competitive considerations.
SPICED
Situation, Pain, Impact, Critical Event, Decision - A customer-centric framework that focuses on understanding prospect situation and pain points.
GPCTBA/C&I
Goals, Plans, Challenges, Timeline, Budget, Authority / Consequences & Implications - HubSpot's comprehensive qualification framework.
CHAMP
Challenges, Authority, Money, Prioritization - A streamlined framework focused on understanding prospect's challenges and decision-making process.
FAINT
Funds, Authority, Interest, Need, Timing - A modern framework that focuses on creating opportunities rather than just finding them, particularly for innovative solutions.