How to Qualify Sales Leads: BANT, MEDDIC, and Beyond
Not all leads deserve your time. Qualification separates buyers from browsers.
Key Takeaways
- Why qualify: Focus on winnable deals
- BANT: Budget, Authority, Need, Timeline
- MEDDIC: Enterprise sales framework
- Goal: Spend time on right opportunities
Qualification Frameworks
BANT (Classic)
| Criterion | Question |
|---|---|
| Budget | Can they afford it? |
| Authority | Can they decide? |
| Need | Do they need it? |
| Timeline | When will they buy? |
Best for: Transactional sales, SMB.
MEDDIC (Enterprise)
| Criterion | Question |
|---|---|
| Metrics | What's the ROI? |
| Economic Buyer | Who signs the check? |
| Decision Criteria | How will they decide? |
| Decision Process | What's the buying process? |
| Identify Pain | What problem are we solving? |
| Champion | Who's our internal advocate? |
Best for: Enterprise, complex sales.
CHAMP (Modern)
| Criterion | Focus |
|---|---|
| CHallenges | Start with pain |
| Authority | Decision makers |
| Money | Budget reality |
| Prioritization | Is this urgent? |
Best for: Solution selling, consultative sales.
Qualification Questions
Budget
- "What's your budget for this?"
- "Have you allocated funds?"
- "What have you spent on similar solutions?"
Authority
- "Who else is involved in this decision?"
- "What's your approval process?"
- "Who signs the contract?"
Need
- "What problem are you trying to solve?"
- "What happens if you don't solve this?"
- "Why now?"
Timeline
- "When do you need this implemented?"
- "What's driving that timeline?"
- "What could delay this?"
Red Flags
| Red Flag | What It Means |
|---|---|
| "Just researching" | No urgency |
| "I decide alone" | Usually not true |
| "No budget yet" | May not be real |
| Won't commit to next step | Not serious |
| Ignores follow-ups | Not engaged |
FAQ
When should I disqualify?
When they clearly don't fit. Better to focus on winnable deals.
How do I ask about budget?
Directly but tactfully. "What budget range are you working with?" or "What have you spent on similar solutions?"
Can leads become qualified later?
Yes. Nurture unqualified leads. Circumstances change.
Need to track qualified leads? Dewx GTM Hub manages your sales pipeline.
