7 Sales Qualification Methdologies
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This document discusses various sales qualification methodologies used to determine if a potential customer is ready to purchase. It includes acronyms for different frameworks to assess a customer's budget, authority, need, interest, challenges, goals, differentiation, plans, decision criteria, timeline, and competitive landscape. The methodologies aim to identify pain points, understand priorities and timing, and determine if engaging further will result in a purchase.
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7 Sales Qualification Methdologies
- 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