7 Sales Qualification Methdologies
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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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Transcript of 7 Sales Qualification Methdologies
Sales Qualification Methodologies
BANT+D+C ANUM FAINT ChAMP MEDDIC GPCTBA / C&I Value Selling
Budget Money Funds Money --- Budget
Authority Authority Authority AuthorityEconomic Buyer
Authority PowerChampion
Need Need
Interest
Challenges
Identify pain
Goals
Differentiatedvision match
Plans
Challenges
Consequences
Need Metrics Implications (+) Value
Timing Urgency Timing Prioritization --- Timeline Plan
DecisionDecision Criteria
Decision Process
Competition
