7 Sales Qualification Methdologies

Jan 17, 20176 likes3,207 views

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.

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

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