Includes: BANT, ANUM, FAINT, CHAMP, MEDDIC, GPCTBA, and ValueSelling

1. Sales Qualification Methodologies
BANT+D+C ANUM FAINT ChAMP MEDDIC GPCTBA / C&I Value Selling
Budget Money Funds Money --- Budget
Authority Authority Authority Authority
Economic Buyer
Authority Power
Champion
Need Need
Interest
Challenges
Identify pain
Goals
Differentiated
vision match
Plans
Challenges
Consequences
Need Metrics Implications (+) Value
Timing Urgency Timing Prioritization --- Timeline Plan
Decision
Decision Criteria
Decision Process
Competition