Qualification is the fact‑finding stage that separates curious contacts from real selling opportunities. Discovery is about learning about buyers so you can serve them with solutions that address genuine business problems. Explore the resources below to master proven frameworks like BANT, CHAMP, and MEDDIC to improve both qualification and discovery.
Increase Sales
Use the BANT framework to improve how your sales team qualifies leads and opportunities. BANT helps sales evaluate prospects based on their budget, decision-making authority, needs, and timeline to purchase.
Increase Sales
Use the CHAMP framework to improve your sales team's qualification. CHAMP helps sales representatives engage decision-makers and focus on the most suitable sales leads and opportunities.
Increase Sales
Understanding your prospects is crucial in the fast-paced world of B2B sales. This article introduces qualification and discovery - two fundamental aspects that help you focus on the right customers and truly understand their needs. This leads to better relationships and more successful deals.