Qualification Framework (BANT, MEDDIC) – How to Qualify Leads?

Today you'll learn the BANT and MEDDIC qualification frameworks. The key: don't waste time on bad leads – qualify them early!

---

Daily Goal

• Understand the BANT framework (Budget, Authority, Need, Timeline)
• Understand the MEDDIC framework (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion)
• Choose which one to use
• Create a qualification checklist

---

Why it matters

• Time savings: Don't waste time on leads who won't buy.
• Better conversion: Qualified leads = higher close rate.
• Forecasting: If you qualify leads, your forecast is more accurate.
• Resource optimization: Focus on leads who will actually buy.

---

Explanation

BANT Framework

BANT = Budget, Authority, Need, Timeline

Simple, quick qualification method for small and medium businesses.

Criterion	What it means	Example question
B - Budget	Is there a budget?	"What budget is available for this project?"
A - Authority	Decision-making power?	"Who makes the final decision?"
N - Need	Real need?	"What is the main problem that needs to be solved?"
T - Timeline	Timeframe?	"When does this problem need to be solved?"

MEDDIC Framework

MEDDIC = Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion

More detailed, for complex B2B deals (Enterprise).

Criterion	What it means
M - Metrics	How do we measure success? (ROI, time savings, etc.)
E - Economic Buyer	Who is the financial decision maker? (not just the user)
D - Decision Criteria	What criteria do they use to decide?
D - Decision Process	How does the decision process work? (steps, participants)
I - Identify Pain	What is the concrete problem/pain?
C - Champion	Do you have an internal advocate who supports your solution?

Which one to use?

• BANT: Small and medium businesses, simpler deals, quick qualification
• MEDDIC: Enterprise deals, complex decision processes, longer sales cycles

---

Practice 1 – BANT checklist (15 min)

Create a BANT checklist:

Criterion	Yes/No	Notes
Budget	☐
Authority	☐
Need	☐
Timeline	☐

Practice 2 – Choose your framework (10 min)

1. Write down what type of deals you close (small business, enterprise, etc.)
2. Choose the appropriate framework (BANT or MEDDIC)
3. Write down why you chose it

---

Key Takeaways

• Qualify early. Don't waste time on bad leads.
• Use a framework. BANT is simpler, MEDDIC is more detailed.
• Don't be too rigid. The framework is a guide, not dogma.
• Document qualification. Write down why you qualified or didn't qualify a lead.

---

Optional Resources

• HubSpot – BANT Qualification: https://blog.hubspot.com/sales/bant-qualification – BANT fundamentals
• Salesforce – MEDDIC Framework: https://www.salesforce.com/resources/articles/meddic-sales-qualification/ – MEDDIC framework