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  • 7 Qualification Methodologies

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    李淼
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    The document discusses various sales qualification methodologies used to determine if a sales opportunity is worth pursuing. Some of the methodologies mentioned include BANT+D+C, ANUM, FAINT, ChAMP, MEDDIC, GPCTBA/C&I, and Value Selling. Each methodology focuses on different factors such as budget, authority, need, timing, competition, and determining value to help qualify sales opportunities.

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    Sales qualification

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    The document discusses various sales qualification methodologies used to determine if a sales opportunity is worth pursuing. Some of the methodologies mentioned include BANT+D+C, ANUM, FAINT, ChAMP, MEDDIC, GPCTBA/C&I, and Value Selling. Each methodology focuses on different factors such as budget, authority, need, timing, competition, and determining value to help qualify sales opportunities.

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    26 views1 page

    7 Qualification Methodologies

    Uploaded by

    李淼
    The document discusses various sales qualification methodologies used to determine if a sales opportunity is worth pursuing. Some of the methodologies mentioned include BANT+D+C, ANUM, FAINT, ChAMP, MEDDIC, GPCTBA/C&I, and Value Selling. Each methodology focuses on different factors such as budget, authority, need, timing, competition, and determining value to help qualify sales opportunities.

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    © All Rights Reserved
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    Sales Qualification Methodologies

    BANT+D+C ANUM FAINT ChAMP MEDDIC GPCTBA / C&I Value Selling

    Budget Money Funds Money --- Budget

    Economic Buyer
    Authority Authority Authority Authority Authority Power
    Champion

    Goals

    Plans
    Interest Identify pain Differentiated
    Need Need Challenges Challenges vision match

    Consequences

    Need Metrics Implications (+) Value

    Timing Urgency Timing Prioritization --- Timeline Plan

    Decision Criteria
    Decision
    Decision Process

    Competition

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