Key Takeaways
- SQLs are leads where sales has verified fit and intent through direct conversation, not just marketing engagement signals.
- BANT (Budget, Authority, Need, Timeline) remains the most common SQL qualification framework.
- Sales should follow up on MQLs within 5 minutes for optimal conversion. Response time degrades conversion exponentially.
SQL Qualification Frameworks
| Framework | Criteria | Best For |
|---|---|---|
| BANT | Budget, Authority, Need, Timeline | Traditional B2B sales |
| MEDDIC | Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion | Enterprise complex sales |
| CHAMP | Challenges, Authority, Money, Prioritization | Solution-selling approaches |
| GPCTBA/C&I | Goals, Plans, Challenges, Timeline, Budget, Authority, Consequences & Implications | Consultative inbound sales |
Choose a framework that matches your sales complexity. BANT works for transactional sales. MEDDIC is essential for enterprise deals with 6+ month cycles. The key is consistency: every rep should qualify using the same criteria.
Frequently Asked Questions
Related Services
Related Terms
CRM
Customer Relationship Management. Software for managing interactions with customers and potential customers.
MQL
Marketing Qualified Lead. A lead that marketing has identified as more likely to become a customer based on engagement criteria.
Sales Pipeline
A visual representation of sales prospects organized by their stage in the buying process.
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