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It’s Monday morning. You’ve got a fresh batch of leads in your CRM, a cup of coffee in hand, and a headache brewing. Why? Because deep down, you know most of those leads aren’t going anywhere.
That’s where lead qualification comes in.
It’s not about running through a spreadsheet. It’s about slicing through the noise, finding the people who are actually ready to buy, and aligning your outreach with real intent, not wishful thinking.
Lead qualification is the process of figuring out which prospects are worth your time right now. It’s how you distinguish between a curious visitor and someone genuinely ready to move. And it’s how you stop chasing ghosts.
Done right, it immediately answers a few critical questions:
But beyond acronyms, qualification gives you clarity on what to prioritize, where to allocate effort, and when to push and when to step back.
And the benefits? They’re real.
You deliver a better experience by not flooding inboxes with misaligned messages. Your close rates climb because your sales team isn’t stuck educating people who are still solving their problems.
Your marketers get to craft content that lands because it speaks to the right pain, at the right time. Your data quality improves because you’re not cluttering the funnel with fluff.
In short, qualification makes your business sharper, faster, and more profitable.
And if you’ve been through the previous chapters (you have been following along, right?), you already know it’s tightly connected to your lead scoring strategy.
Before assessing whether a lead is “hot” or “not,” there are three non-negotiables.
You need to:
We’ve covered all three in detail earlier in the Academy, so that we won’t rehash it here, but seriously, don’t skip this. Without that foundation, your qualification efforts will collapse like a cold outbound campaign without personalization.
There’s no shortage of frameworks, but these are the four you’ll want to use. Whether you’re selling SaaS to mid-market teams or high-ticket services to enterprises, these give you the structure to stop guessing and start qualifying.
BANT is the sales world’s oldest friend. It’s quick, easy, and gets straight to the point.
Are they ready to buy?
It’s clean, efficient, and perfect for situations where you need a go/no-go within minutes.
But it also has blind spots. It doesn’t tell you why they’re buying. It skips over nuance. It can also make you overlook leads who are early-stage but worth nurturing.
Use BANT when speed matters more than nuance. It’s the qualification equivalent of a gut check.
CHAMP shifts the lens. Instead of “Can they buy?” the question becomes: “Do they need to?”
That subtle flip changes everything.
CHAMP is ideal when your entry point is a pain point. You’re not just checking boxes; you’re framing the conversation around solving real issues. It’s a great way to build trust before the sales pitch begins.
Use CHAMP when your solution requires education or urgency is your biggest lever.
MEDDIC isn’t a framework—it’s a discipline.
If your sales cycle involves multiple stakeholders, demo loops, legal reviews, or custom pricing… This is your blueprint.
It goes deep:
MEDDIC is heavy-duty. It’s not something you run casually in a discovery call. But when looking at 6-figure ACVs or multi-month cycles, nothing beats it for forecasting accuracy and sales alignment.
Warning: It’s not light. But it works, especially in enterprise and complex B2B.
HubSpot’s hybrid framework might have a clunky name, but it’s built for how modern buyers behave.
It blends goal-setting, challenge mapping, and consequence thinking into a structured, yet flexible conversation.
What’s smart about this one? It bakes in emotional and logical triggers. It gives your reps tools to position value and risk. And it aligns perfectly with consultative sales plays and solution-led marketing.
Use it when your product is part of a bigger transformation, not just a point solution.
Here’s the truth: You probably need to mix and match.
Maybe your SDRs start with BANT to filter fast. Then your AEs bring in MEDDIC to go deep with decision-makers. You might blend CHAMP with GPCTBA when talking to pain-driven buyers in fast-moving markets.
That’s the beauty of frameworks: they’re not laws. They’re tools. Take what works. Leave what doesn’t. Build your playbook.
And don’t be afraid to take the A/B test. Run one framework with 20 leads, see how it performs, adapt, and then scale.
The best part? You don’t have to do all this manually.
La Growth Machine helps you build automated workflows that blend scoring, qualification, and sequencing while tracking real-time signals across channels.
You spot buying intent. You respond with relevance. And your lead list becomes a revenue list.
Lead qualification isn’t just a checkbox—it’s the engine behind a smarter, faster, and more focused sales process.
When you implement the right frameworks, here’s what changes:
The results? Higher conversion rates. Bigger deals. More predictable revenue.
So take these frameworks, make them your own, and embed them into your daily process. It’s not about adding extra steps, it’s about removing the wrong ones.
Work smarter. Close faster. And scale what works.
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