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Showing 12 of 12 frameworks
BANT
Budget - Authority - Need - Timeline
Oldest & most famous framework. Works well for enterprise and procurement-driven buying.
Key Strengths
- ✓Time-tested approach
- ✓Clear qualification criteria
- +1 more strengths
ANUM
Authority - Need - Urgency - Money
Prioritizes decision maker identification first. Used in transactional B2B sales.
Key Strengths
- ✓Decision-maker focused
- ✓Transactional efficiency
- +1 more strengths
MEDDIC / MEDDPICC
Metrics - Economic Buyer - Decision Criteria - Decision Process - Identify Pain - Champion
Gold standard for enterprise SaaS. Very structured and deep qualification process.
Key Strengths
- ✓Comprehensive framework
- ✓Enterprise SaaS proven
- +1 more strengths
SPIN
Situation - Problem - Implication - Need-Payoff
More about questioning methodology than scoring. Strong for discovery calls.
Key Strengths
- ✓Question-based approach
- ✓Discovery excellence
- +1 more strengths
CHAMP
Challenges - Authority - Money - Prioritization
Reframes 'Need' as 'Challenge'. More buyer-centric than BANT.
Key Strengths
- ✓Buyer-centric approach
- ✓Challenge-focused
- +1 more strengths
GPCT / GPCTBA-C
Goals - Plans - Challenges - Timeline
Popular in SaaS & RevOps teams. Maps well to CRM & pipeline stages.
Key Strengths
- ✓CRM integration friendly
- ✓SaaS optimized
- +1 more strengths
FAINT
Funds - Authority - Interest - Need - Timing
Designed for inbound leads. Accepts potential budget, not confirmed.
Key Strengths
- ✓Inbound optimized
- ✓Flexible budget qualification
- +1 more strengths
TOFU / MOFU / BOFU
Top - Middle - Bottom of Funnel
Critical for marketing qualification and lead routing logic.
Key Strengths
- ✓Marketing integration
- ✓Clear funnel stages
- +1 more strengths
Lead Scoring
Rule-Based Qualification System
Point-based system used heavily in HubSpot, Salesforce, and Marketo.
Key Strengths
- ✓Automated qualification
- ✓Data-driven
- +1 more strengths
PACT
Pain - Authority - Consequence - Target Profile
Excellent for conversational AI. Easy to detect via NLP.
Key Strengths
- ✓AI-friendly
- ✓NLP compatible
- +1 more strengths
NEAT
Need - Economic Impact - Access to Authority - Timeline
Designed for value-based selling. Works well with ROI messaging.
Key Strengths
- ✓Value-focused
- ✓ROI-driven
- +1 more strengths
JTBD-Inspired
Job - Trigger - Desired Outcome - Current Alternative
Strong for product-led growth and SaaS onboarding. Very natural for chatbots.
Key Strengths
- ✓Product-led growth aligned
- ✓Natural conversation flow
- +1 more strengths
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