BANT, CHAMP and MEDDPICC (sales qualification)
Checklists vendors use to decide whether your deal is worth their time: budget, decision maker, pain, timeline and how the purchase gets approved.
BANT is Budget, Authority, Need, Timeline. CHAMP reorders it to start with the buyer’s Challenges, then Authority, Money and Prioritization. MEDDIC, from enterprise software sales in the 1990s, and its longer form MEDDPICC ask for Metrics, the Economic buyer, Decision criteria, Decision process, the Paper process (legal and procurement), Identified pain, a Champion and the Competition. A deal that fails the check gets “qualified out”, and many deals in these pipelines are lost to “no decision” rather than to a competitor.
Related terms
- Discovery call (disco): The first real sales conversation, which salespeople call a disco: the vendor learns your problem, its cost and who decides, before any demo or quote.
- Economic buyer and champion (EB, champ): Two roles vendors look for inside a buying company: the economic buyer controls the budget and can say yes, and the champion sells the purchase internally.
- Mutual action plan (MAP, close plan): A shared, dated list of steps both buyer and vendor take from first call to signed contract and go-live, with an owner for each step.
