Does the prospect have the financial capacity to purchase your solution?

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Authority: Is the contact person the decision-maker, or can they significantly influence the decision?
Need: Does the prospect have a clearly defined pain point or need that your product/service can address?
Timeline: What is the prospect's timeframe for implementing a solution?
While widely used, BANT has faced criticism for being too rigid or seller-centric in some modern sales contexts. However, its components remain fundamental aspects of qualification.

MEDDIC (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion): A more comprehensive framework often favored in complex B2B sales.

Metrics: What are the quantifiable business outcomes the prospect wants to achieve? How will success be measured?
Economic Buyer: Who has the ultimate profit and loss (P&L) responsibility for the purchase?
Decision Criteria: What specific criteria will the prospect use to evaluate solutions? (e.g., technical requirements, vendor reputation, price).
Decision Process: How does the organization uk phone number list make purchasing decisions? Who needs to be involved? What are the steps?
Identify Pain: What is the primary business pain driving the need for a solution? What are the consequences of inaction?
Champion: Who within the prospect's organization is advocating for your solution and can provide internal insights and influence?
CHAMP (Challenges, Authority, Money, Prioritization): Similar to BANT but with a slightly different emphasis.

Challenges: What are the critical business challenges the prospect is facing?
Authority: Who are the individuals involved in the decision-making process?
Money: What is the budget allocated or available for addressing these challenges?
Prioritization: How important is solving these challenges relative to other priorities?
GPCTBA/C&I (Goals, Plans, Challenges, Timeline, Budget, Authority, Negative Consequences & Positive Implications): A more modern framework popularized by HubSpot, focusing on understanding the prospect's broader context.