Deal Qualification Framework

QUALIFICATION CRITERIA

BANT+ Qualification Framework

BANT+ QUALIFICATION

B - BUDGET:
☐ Budget identified
☐ Budget approved
☐ Budget owner confirmed
Budget range: $_____
Score: ___/25

A - AUTHORITY:
☐ Decision maker identified
☐ Decision process understood
☐ Buying committee mapped
Key decision maker: _______________
Score: ___/25

N - NEED:
☐ Pain validated
☐ Business impact quantified
☐ Current solution understood
Primary pain: _______________
Score: ___/25

T - TIMELINE:
☐ Compelling event exists
☐ Decision date confirmed
☐ Implementation window
Target close: _______________
Score: ___/25

TOTAL SCORE: ___/100
THRESHOLD: 60+ = Qualified

Qualification Criteria Comparison

Methodology	Focus	Best For
BANT	Budget, Authority, Need, Timeline	SMB/Mid-Market
MEDDIC	Metrics, Econ Buyer, Decision, Pain, Champion	Enterprise
CHAMP	Challenges, Authority, Money, Priority	Consultative
ANUM	Authority, Need, Urgency, Money	Outbound
FAINT	Funds, Authority, Interest, Need, Timing	Enterprise

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SCORING METHODOLOGY

Deal Score Calculator

DEAL QUALIFICATION SCORE

CRITERIA SCORING:

FIT (25 points max):
ICP match: ___/10
Use case fit: ___/10
Technical fit: ___/5
Fit subtotal: ___/25

ENGAGEMENT (25 points max):
Stakeholder access: ___/10
Response rate: ___/10
Meeting attendance: ___/5
Engagement subtotal: ___/25

QUALIFICATION (25 points max):
Pain validated: ___/10
Budget confirmed: ___/10
Timeline clear: ___/5
Qualification subtotal: ___/25

MOMENTUM (25 points max):
Champion strength: ___/10
Progress per week: ___/10
Executive engagement: ___/5
Momentum subtotal: ___/25

TOTAL: ___/100

RATING:
90-100: Commit
70-89: Best case
50-69: Pipeline
<50: Re-qualify or disqualify

Stage	Minimum Score	Required Elements
Discovery	30	Pain, stakeholder
Qualified	50	BANT confirmed
Proposal	70	Business case, EB access
Negotiation	80	Champion, terms discussed
Commit	90	Verbal, timeline confirmed

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DISQUALIFICATION TRIGGERS

Disqualification Criteria

DISQUALIFICATION TRIGGERS

HARD DISQUALIFY:
☐ No budget for 12+ months
☐ Decision maker unreachable
☐ Competitor contract locked
☐ Use case doesn't fit
☐ Technical incompatibility
☐ Geographic restriction

SOFT DISQUALIFY (NURTURE):
☐ Budget next fiscal year
☐ Low priority currently
☐ Champion left company
☐ Project paused
☐ Evaluating competitors

DISQUALIFICATION DECISION:
Reason: _______________
Next action: _______________
Re-engage date: _______________
Nurture cadence: _______________

Disqualification Conversation

DISQUALIFICATION SCRIPT

"Based on our conversation, it sounds like
[reason] means this might not be the
right timing.

Rather than take more of your time now,
would it make sense to reconnect in
[timeframe] when [condition changes]?

In the meantime, I'll share some
resources that might be helpful."

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RE-QUALIFICATION PROCESS

Re-Qualification Triggers

Trigger	Action	Timeline
New champion	Re-engage	Immediate
Budget cycle	Outreach	30 days prior
Leadership change	Executive intro	2 weeks
Competitor issue	Competitive pitch	Immediate
Company news	Relevant outreach	1 week

Re-Qualification Checklist

RE-QUALIFICATION REVIEW

CIRCUMSTANCES CHANGED?
☐ New budget available
☐ Priority increased
☐ New stakeholder
☐ Competitive shift
☐ Company growth

RE-QUALIFICATION CALL:
☐ Confirm original pain still exists
☐ Understand what changed
☐ Validate new timeline
☐ Map new stakeholders
☐ Assess new competitive landscape

NEW QUALIFICATION SCORE: ___/100
PROCEED: Yes / No / Nurture

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CRM INTEGRATION

Qualification Fields

CRM FIELD STRUCTURE

QUALIFICATION STAGE: Picklist
- Unqualified
- Qualifying
- Qualified
- Committed

QUALIFICATION SCORE: Number (0-100)

BANT FIELDS:
Budget_Confirmed__c: Checkbox
Budget_Amount__c: Currency
Authority_Contact__c: Lookup
Need_Description__c: Text
Timeline_Date__c: Date

QUALIFICATION NOTES: Long Text

AUTO-VALIDATION RULES:
- Cannot advance to Qualified if score <50
- Cannot advance to Proposal if BANT incomplete
- Cannot advance to Negotiation if no EB access

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