Sales Qualification Methodologies

BANT+D+C ANUM FAINT ChAMP MEDDIC GPCTBA / C&I Value Selling

Budget Money Funds Money --- Budget

Authority Authority Authority AuthorityEconomic Buyer

Authority PowerChampion

Need Need

Interest

Challenges

Identify pain

Goals

Differentiatedvision match

Plans

Challenges

Consequences

Need Metrics Implications (+) Value

Timing Urgency Timing Prioritization --- Timeline Plan

DecisionDecision Criteria

Decision Process

Competition