Sales Qualification
Sales qualification is the process of evaluating prospects to determine if they are likely to become customers and worth pursuing with sales resources.
Understanding Sales Qualification
Sales qualification involves assessing prospects against criteria that indicate likelihood to buy and fit with your solution. Common frameworks include BANT (Budget, Authority, Need, Timeline), MEDDIC (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion), and GPCTBA/C&I (Goals, Plans, Challenges, Timeline, Budget, Authority, Consequences, Implications). Effective qualification happens throughout the sales process, particularly during discovery calls, and requires thorough prospect research to inform assessment.
What You Need to Know
Qualification prevents wasted time on poor-fit opportunities
Frameworks like BANT and MEDDIC provide structured evaluation criteria
Qualification is ongoing throughout the sales process, not a one-time assessment
Pre-call research provides data that informs qualification decisions
Strong qualification improves win rates and sales efficiency
See It in Action
BANT Qualification
Assessing whether a prospect has Budget (can afford), Authority (can decide), Need (has problem you solve), and Timeline (urgency to act).
MEDDIC Qualification
A more comprehensive framework evaluating Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, and Champion.
Disqualification
Recognizing when a prospect doesn't fit and professionally ending the engagement to focus resources on better opportunities.
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Frequently Asked Questions
Common questions about sales qualification.
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