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tags: Module 7
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# Intro to other qualification frameworks

After having introduced you to our basic qualification framework covering need, urgency, deicision making process (and budget), we want to share other frameworks with you that are being used well.

Don't worry about them for now. Rather, see it as part of your overall sales education that you know them and have something to refer to should you ever come accross them in practice :+1:.

Ready for some acronyms? Here we go, introducing you to alternative qualifcation frameworks BANT, CHAMP, MEDDIC and GPCTBA/C&I.

 
**1. BANT**
BANT is a sales qualification framework used to identify and pursue the most qualified prospects based on:
- **Budget** – Does the prospect have the budget to buy the product?
- **Authority** – Does the prospect have the decision-making authority or is she an influencer?
- **Need** – Does the prospect have a business need for the product?
- **Timeframe** – Will the prospect be implementing a solution in a suitable timeframe (anytime soon)?

BANT was conceived by IBM as a way to identify an opportunity. According to IBM’s guidance, an opportunity is considered validated if the prospect meets three of four of the BANT items. Each sales team may decide on either a tighter or looser form of BANT.

Let's have a look!

{%youtube uMPdfiz6GvE %}

 
**2. CHAMP**
CHAMP stands for *Challenges, Authority, Money, and Prioritization*. As you can see, it’s quite similar to BANT. Each CHAMP criterion is (more or less) reflected in a BANT criterion; however there are two key differences that respond to people's criticsm of BANT.

1. Challenges or "the need" comes first which really is the order it should be approached in.
2. Timing is just one part of prioritization. Picture the global Covid19 crises that completely changed many company's timelines. Understanding priority and timing gives you a more in depth understanding.

*Source: [Atlanticgrowthsolutions](https://www.atlanticgrowthsolutions.com/sales-qualifying/)*

 
**3. MEDDIC**
Actually, some say MEDDIC (one c), others use MEDDICC (two c's). It stands for *Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion (and Competition when used with two c)* and was pioneered by Jack Napoli when he was at technology company PTC. MEDDIC requires salespeople to understand every aspect of a target company's purchase process, down to whether you have an internal champion — an employee at a prospective company who will internally sell your product - and knowing who you are going up against in terms of competition.

*Source: [iSEEit](https://now.iseeit.com/meddic-sales-process-checklist/)*

 
**4. GPCTBA/C&I**
Yes, this is a long accronym that seems impossible to remember. Developed at HubSpot, it stands for *Goals, Plans, Challenges, Timeline, Budget, Authority/Negative Consequences and Positive Implications*. According to Hubspot, it is a response to changes in buyer behavior. Since buyers come to the sales process increasingly informed, salespeople (in this case AEs) need to add value on top of product knowledge.

In order to truly act as an advisor, salespeople may need to explore beyond the scope of the discrete problem that your product or service could solve. This means understanding a prospect’s strategic goals, their company’s business model, and how the specific issue you’re discussing fits into the larger picture of their professional life.

*Source: Hubspot Academy*

 
**🤔 Why don't all use the same?**

After the introduction of BANT, some companies felt that they needed a qualification framework more specific to their company's, customer's or industry's needs. But it's not only that.

While all BANT criteria individually are important, it’s the order they’re placed in that really had sales professionals wonder if it was the best approach.

Specifically, leading with questions on a prospect’s pain would be more important than leading with their budget. After all, it was a pain or challenge that led to the discovery call in the first place.

So really you would have to change the order of the letters in the acronym… and NABT just doesn't have the same ring to it, right?

:::success
**Remember to always start with identifying your prospect's NEED.** Do not touch on budget until your prospect confirms they see value in what you do. Once your prospect understands exactly how your offer can improve their lives and help them overcome their challenges, budget becomes a lot less difficult of a topic.
:::

 
**🤔 Why do many companies (still) focus on BANT?**
There is a simple reason: it's been around for the longest time (it's validated) and it's easy to understand and apply. Once you have internalized the discovery of your prospect's "N"(eed), you can always get more specific and detailed from there. After all, every framework follows one key objective:

> Finding out if your prospect has a pressing challenge you can help with in the foreseeable future and if they can afford to pay for your solution.

**What's important is that you are familiar with the concept and main frameworks used for qualification, and that you are clear on what criteria you use at the company you work for!**

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