Drowning in Alphabet Soup
BANT
MEDDIC
MEDDPIC
CHAMP
SPICED
GPCTBA/C&I (Seriously - what?)
FAINT
ANUM
NEAT
...and I could go on - but I won't.
These are all different lead qualification frameworks and they are the north star of the consummate sales professional.
However, there's a problem with that...the star is so bright that it's blinding.
These frameworks are meant for salespeople, and sales leaders, to determine just how qualified a lead and opportunity is. For example, BANT, one of the most popular frameworks stands for:
B - Budget - Do they have money?
A - Authority - Can . . .
