Lead Qualification Framework: Focus on Deals That Close
Build a systematic lead qualification process using BANT, MEDDIC, or custom frameworks within TrueValue CRM.
Not all leads are created equal. A lead qualification framework ensures your sales team spends time on prospects most likely to convert, rather than chasing every inquiry.
Popular Frameworks
- BANT — Budget, Authority, Need, Timeline
- MEDDIC — Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion
- CHAMP — Challenges, Authority, Money, Prioritization
- Custom — Build your own based on your specific sales motion
Implementation in TrueValue
Create custom fields for your qualification criteria, set up required fields at each pipeline stage, and use lead scoring to automate initial qualification. Deals that do not meet minimum criteria get flagged for review.
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