The Top 3 B2B Lead Qualification Frameworks in 2022
Posted: Tue Dec 17, 2024 6:18 am
No matter what you do, don’t pass leads directly to the sales team.”
— Jon Miller, Marketo
Data from a MarketingSherpa report indicates that over 61% of B2B marketers pass all leads directly to their sales team, of which only 27%, on average, are qualified.
Lead generation is complicated. According to a survey telegram number list from HubSpot, about 61% of marketers have reported generating leads as one of their biggest marketing challenges.
But qualifying these leads can be an even more challenging task. However, it’s a step you cannot miss. After all, you don’t want your sales team to waste their valuable time talking to leads who are unlikely to convert.
Even the most talented sales executives will have difficulty delivering results if your marketing and sales departments don’t work together to qualify the leads.
If you have a problem with lead qualification, it’s time to stop letting your sales executives spin their wheels as they try to close leads that are unlikely to convert.
So, we’ve put together the top three lead qualification frameworks that could help you qualify leads and, thus, save your sales executives’ time. Let’s have a look.
Which Lead Qualification Framework Should You Use?
The following are, in our estimation, the top three lead qualification frameworks:
BANT(S)
ChAMP
MEDDICC
Let’s touch on each of these lead qualification frameworks one by one.
BANT(S)
BANT is the oldest, yet one of the most popular, B2B lead qualification frameworks. BANT stands for Budget, Authority, Need and Timeline.
IBM invented this framework in the 1950s to help sales reps get valuable information about their sales leads. BANT is used by thousands of B2B companies and sales executives.
So, how does this framework work? Let’s understand the meaning of the four words that BANT represents:
Budget – Can the prospect or lead afford or allocate the funds to purchase our product?
Authority – Does the prospect or lead have the authority to close the deal and purchase our product or service?
Need – Does the prospect or lead have a business pain point or problem we can solve?
Timeline – What’s the estimated purchase timeline? In general, it’s better if there is some urgency to solve the problem.
The budget-related questions will allow your sales executives to understand whether a prospect is capable of purchasing your product or solution.
Also, when your reps ask authority-related questions, they will gain insights into whether the prospect/lead they’re talking to can make the deal or not. After all, you don’t want your sales executives to be talking to the wrong people. However, if they are conversing with someone unable to seal the deal, they can ask for a referral to the individual or team members who could make the decision.
The “need” section will help your sales team clarify any challenge(s) your prospects or leads are facing. We also like to add an S to BANT, which stands for “solution.” In addition to all the above qualifiers, you obviously should ensure you have a solution that meets the prospect’s needs.
— Jon Miller, Marketo
Data from a MarketingSherpa report indicates that over 61% of B2B marketers pass all leads directly to their sales team, of which only 27%, on average, are qualified.
Lead generation is complicated. According to a survey telegram number list from HubSpot, about 61% of marketers have reported generating leads as one of their biggest marketing challenges.
But qualifying these leads can be an even more challenging task. However, it’s a step you cannot miss. After all, you don’t want your sales team to waste their valuable time talking to leads who are unlikely to convert.
Even the most talented sales executives will have difficulty delivering results if your marketing and sales departments don’t work together to qualify the leads.
If you have a problem with lead qualification, it’s time to stop letting your sales executives spin their wheels as they try to close leads that are unlikely to convert.
So, we’ve put together the top three lead qualification frameworks that could help you qualify leads and, thus, save your sales executives’ time. Let’s have a look.
Which Lead Qualification Framework Should You Use?
The following are, in our estimation, the top three lead qualification frameworks:
BANT(S)
ChAMP
MEDDICC
Let’s touch on each of these lead qualification frameworks one by one.
BANT(S)
BANT is the oldest, yet one of the most popular, B2B lead qualification frameworks. BANT stands for Budget, Authority, Need and Timeline.
IBM invented this framework in the 1950s to help sales reps get valuable information about their sales leads. BANT is used by thousands of B2B companies and sales executives.
So, how does this framework work? Let’s understand the meaning of the four words that BANT represents:
Budget – Can the prospect or lead afford or allocate the funds to purchase our product?
Authority – Does the prospect or lead have the authority to close the deal and purchase our product or service?
Need – Does the prospect or lead have a business pain point or problem we can solve?
Timeline – What’s the estimated purchase timeline? In general, it’s better if there is some urgency to solve the problem.
The budget-related questions will allow your sales executives to understand whether a prospect is capable of purchasing your product or solution.
Also, when your reps ask authority-related questions, they will gain insights into whether the prospect/lead they’re talking to can make the deal or not. After all, you don’t want your sales executives to be talking to the wrong people. However, if they are conversing with someone unable to seal the deal, they can ask for a referral to the individual or team members who could make the decision.
The “need” section will help your sales team clarify any challenge(s) your prospects or leads are facing. We also like to add an S to BANT, which stands for “solution.” In addition to all the above qualifiers, you obviously should ensure you have a solution that meets the prospect’s needs.