The acronym stands for Goals
Posted: Tue Dec 17, 2024 6:32 am
The length of the acronym itself shows that this framework is a bit more complicated than the previous two. MEDDICC requires sales reps to ask and understand every component and consideration that goes into a company’s purchasing process.
The MEDDICC framework works well for companies that sell expensive products or products that will significantly change a company's current method of operation. MEDDICC is also known to increase the accuracy of seller-side forecasts.
CHAMP
CHAMP stands for Challenges, Authority, Money, Prioritization.
Those using the CHAMP framework should note that the “Authority” piece offers some leeway. If you learn through conversation that you are not currently speaking to a decision maker, ask the leader how to connect you with one.
ANUM
ANUM means Authority, Need, Urgency, Money.
This framework is similar to BANT, but re-prioritizes the four components.
The ANUM framework places a strong emphasis on authority. This isn’t a bad strategy: research shows that most purchasing decisions require input from 6.8 people, so it’s a good idea to make sure you speak to one of them right from the start.
FAINT
FAINT stands for Funds, Authority, Interest, Need, Timing.
This framework intentionally uses the word “funds” and not “budget”; this accounts for the fact controlling directors email list that many purchases are somewhat unplanned. Companies may not necessarily have a budget, but can they find the funds?
GPCTBA/C&I
The most complicated acronym on the list, GPCTBA/C&I, was developed by Hubspot and is about as comprehensive as a lead scoring framework can be.
Plans, Challenges, Timeline, Budget, Authority/Negative Consequences, and Positive Implications. Hubspot developed this new framework in response to changes in buyer behavior.
Knowing that buyers come to the table more informed than ever before, Hubspot’s framework allows sales reps to explore a prospect’s scenario beyond the scope of the immediate problem they hope to solve. The framework allows the sales rep to add value through the qualification process, rather than simply learning about the prospect.
Prospect assessment
Lead scoring is an approach to lead qualification that scores each lead's demographics, behavioral attributes, and sales components (i.e., whether they have already had sales conversations or meetings).
Businesses can weigh these attributes based on what is most important to them in terms of purchase likelihood. The lead score ends up being a numerical representation of how likely a lead is to buy, and therefore how high they should rank on the priority list.
The MEDDICC framework works well for companies that sell expensive products or products that will significantly change a company's current method of operation. MEDDICC is also known to increase the accuracy of seller-side forecasts.
CHAMP
CHAMP stands for Challenges, Authority, Money, Prioritization.
Those using the CHAMP framework should note that the “Authority” piece offers some leeway. If you learn through conversation that you are not currently speaking to a decision maker, ask the leader how to connect you with one.
ANUM
ANUM means Authority, Need, Urgency, Money.
This framework is similar to BANT, but re-prioritizes the four components.
The ANUM framework places a strong emphasis on authority. This isn’t a bad strategy: research shows that most purchasing decisions require input from 6.8 people, so it’s a good idea to make sure you speak to one of them right from the start.
FAINT
FAINT stands for Funds, Authority, Interest, Need, Timing.
This framework intentionally uses the word “funds” and not “budget”; this accounts for the fact controlling directors email list that many purchases are somewhat unplanned. Companies may not necessarily have a budget, but can they find the funds?
GPCTBA/C&I
The most complicated acronym on the list, GPCTBA/C&I, was developed by Hubspot and is about as comprehensive as a lead scoring framework can be.
Plans, Challenges, Timeline, Budget, Authority/Negative Consequences, and Positive Implications. Hubspot developed this new framework in response to changes in buyer behavior.
Knowing that buyers come to the table more informed than ever before, Hubspot’s framework allows sales reps to explore a prospect’s scenario beyond the scope of the immediate problem they hope to solve. The framework allows the sales rep to add value through the qualification process, rather than simply learning about the prospect.
Prospect assessment
Lead scoring is an approach to lead qualification that scores each lead's demographics, behavioral attributes, and sales components (i.e., whether they have already had sales conversations or meetings).
Businesses can weigh these attributes based on what is most important to them in terms of purchase likelihood. The lead score ends up being a numerical representation of how likely a lead is to buy, and therefore how high they should rank on the priority list.