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Qualify deals. The right way.
BANT, MEDDIC, SPIN, CHAMP and a 30-minute discovery script. Exact questions, printable, exportable.
Framework
BANT
Budget · Authority · Need · Timing — short cycles, SMB
Budget
What budget have you allocated for solving this?
Tip: Confirm a real number band, not 'we'll figure it out'.
Authority
Who else needs to be involved in this decision?
Tip: Map the full buying committee — not just your champion.
Need
What happens if you don't solve this in the next 6 months?
Tip: Tie pain to a measurable cost (revenue lost, churn, hours).
Timing
What's driving the timeline? Why now vs. Q3?
Tip: No compelling event = no deal this quarter.
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FAQ.
What is BANT?+
BANT (Budget, Authority, Need, Timing) is IBM's classic qualification framework. A lead is qualified when all four are confirmed. It's simple but skews to short cycles — pair with MEDDIC for enterprise.
What is MEDDIC?+
MEDDIC stands for Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion. Built for complex enterprise sales. MEDDPICC adds Paper process and Competition.
BANT vs MEDDIC — which should I use?+
BANT for transactional/SMB deals under 60 days. MEDDIC for enterprise deals 90+ days with multiple stakeholders. CHAMP (Challenges, Authority, Money, Prioritization) is a good middle ground.
What is SPIN selling?+
SPIN (Situation, Problem, Implication, Need-payoff) is a questioning method from Neil Rackham. It's not a checklist — it's the order of questions in a discovery call to surface real urgency.
How does Catch before they bounce fit with these frameworks?+
Catch before they bounce pre-qualifies before the call: it scores each visitor on fit and intent, surfaces the company and likely buyer, and tells you which framework signals are already met. Rep walks in with answers, not questions. From $5/month.