RevOps & CRM
January 20, 2026
CRM Qualification Formula: BANT vs MEDDIC
Understanding CRM Qualification
Two dominant frameworks shape how sales teams qualify leads: BANT (Budget, Authority, Need, Timeline) and MEDDIC (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion). Each serves different sales motions.
BANT: The Classic Framework
Budget-focused qualification that works well for transactional sales. Fast, simple, effective for shorter sales cycles and lower ACVs.
