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7 Sales Qualification Methdologies

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Jeremey Donovan
Jeremey Donovan

Includes: BANT, ANUM, FAINT, CHAMP, MEDDIC, GPCTBA, and ValueSelling

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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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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