Free tools

BANT & MEDDIC qualification scorecard

Pick a framework, ask the right questions and click as the call goes: the prospect’s score, the verdict and your next step update live.

One click per answer

Your scorecard

Framework

Budget, Authority, Need, Timeline

BANT

  1. Can the prospect pay for something like this, and is the money already set aside or still to be found?

    Questions to ask

    1. 1“How do projects like this usually get funded on your side: is there a budget line, or does one need to be created?”
    2. 2“What is this problem costing you today, in time or money?”
    3. 3“Have you already spent anything trying to fix it? Roughly how much?”
    4. 4“Above what amount does someone else need to sign off?”

    Green flags

    • They volunteer a ballpark figure
    • Current spend you could replace (tool, agency, hours)
    • The cost of the problem is already quantified

    Red flags

    • “No budget this year,” with no path to funding
    • Spending freeze or reorg underway
    • Won’t discuss any range at all

    Confirmed when: A budget or funding source is named, and it covers your price.

Shortcuts
  • JKnext or previous criterion
  • 123weak, partial, confirmed
  • 0not covered
  • Nwrite a note
  • Escleave the note

Shortcuts work whenever you’re not typing in a field.

Score settings

These weights and thresholds are the tool’s own conventions, not industry standards. Tune them to your sale.

Weight · BANT (Relative weights: the score scales them to 100.)

  • B
  • A
  • N
  • T

Nothing is sent anywhere: your prospects stay in this browser. Details

65/100

Dig deeper

A scorecard you use during the call, not after

Qualifying means deciding whether a prospect deserves your team’s time. Frameworks like BANT and MEDDIC tell you what to check, but on a live call the hard part is remembering it all while you listen. This scorecard keeps the framework in front of you: the questions for the current criterion, the signals to watch for, and a status to click the moment you hear the answer.

The score updates on every click. A criterion you haven’t covered counts as zero, so the score only goes up with evidence. By the end of the call you know whether the prospect is qualified, needs more digging or should be dropped, and what to do next. Copy the summary as plain text into your CRM or print it on one page.

  1. 1

    Before the call

    Pick the framework that fits your sale (the framework picker decides in four questions) and skim the questions for the first criterion.

  2. 2

    During

    One click per answer: weak, partial or confirmed. Jot down the prospect’s exact words. The verdict and your next question show up on the right.

  3. 3

    After

    Paste the summary into your CRM or print it. The share link lets your manager review the scorecard without seeing your notes.

BANT, MEDDIC, CHAMP or GPCT: which one to use

All four check roughly the same things (a problem, a decision maker, money, timing), in a different order and at a different depth.

FrameworkStarts withBest forOrigin
BANT Budget (in acronym order) Outbound, short cycle, one decision maker Credited to IBM; we couldn’t find a published original document.
MEDDIC / MEDDPICC Metrics and pain Enterprise, buying committee, long cycle Created at PTC in 1996 by Dick Dunkel, with Jack Napoli, according to MEDDICC, which also defines MEDDPICC. Source
CHAMP The prospect’s challenges Outbound, mid-size consultative sale Often credited to the software company InsightSquared; we couldn’t find the original text.
GPCT / GPCTBA/C&I The prospect’s goals Inbound leads, simple to complex Framework laid out by HubSpot in “BANT Isn’t Enough Anymore” (updated May 2, 2025). Source

Sources checked November 6, 2026.

BANT questions to ask on the phone

Four questions per criterion, written for a live call. You don’t need all of them: one good answer is enough to click.

B

Budget

  • “How do projects like this usually get funded on your side: is there a budget line, or does one need to be created?”
  • “What is this problem costing you today, in time or money?”
  • “Have you already spent anything trying to fix it? Roughly how much?”
  • “Above what amount does someone else need to sign off?”
A

Authority

  • “Besides you, who’s usually involved in a decision like this?”
  • “Walk me through your last similar purchase: who brought it in, who made the call?”
  • “If you were sold on this tomorrow, what would happen next?”
  • “Would it make sense to bring that person into our next conversation?”
N

Need

  • “What made you take this call today?”
  • “How are you handling this right now, and where does it break down?”
  • “What happens if nothing changes in the next six months?”
  • “On a scale of 1 to 10, how big a priority is this? Why not lower?”
T

Timeline

  • “When do you need this solved, and what’s driving that date?”
  • “What has to happen on your side between now and then?”
  • “Is anything forcing a decision: a contract ending, new hires, a busy season?”
  • “If we move forward, how soon could you get started?”

The MEDDIC and MEDDPICC checklist

A MEDDIC element only counts once you have proof. For each of the eight MEDDPICC elements: the question that opens the topic and the proof you need before clicking “confirmed” (the two marked “+” only exist in the extended version).

  • M

    Metrics

    Ask: “How will you measure whether this project worked?”

    Confirmed when: The expected gain has a baseline and a number, and the prospect stands behind it.

  • E

    Economic buyer

    Ask: “Who ultimately signs off on a commitment this size?”

    Confirmed when: You’ve met them, or they’ve confirmed their involvement in writing.

  • D

    Decision criteria

    Ask: “What criteria will you use to compare options?”

    Confirmed when: You have the list and its ranking, and you meet every deal breaker.

  • D

    Decision process

    Ask: “Once you’ve made up your mind, what are the steps to a final decision?”

    Confirmed when: Steps, people and dates are written down and agreed with the prospect.

  • P

    Paper process + MEDDPICC

    Ask: “After a verbal yes, who handles the contract: procurement, legal?”

    Confirmed when: Every step to signature has an owner and a duration.

  • I

    Identify pain

    Ask: “What problem made you start looking at solutions now?”

    Confirmed when: The pain is named, quantified and acknowledged by the economic buyer.

  • C

    Champion

    Ask: “What would this project do for you personally?”

    Confirmed when: They’ve acted for you (booked a meeting, shared intel, presented internally), not just agreed with you.

  • C

    Competition + MEDDPICC

    Ask: “What other options are you looking at, including building it yourselves?”

    Confirmed when: You know every alternative, doing nothing included, and why you’re ahead.

CHAMP and GPCT, two questions per criterion

For frameworks that start from the prospect instead of a filter. Every question is in the scorecard above.

CHAMP

Challenges, Authority, Money, Prioritization

CHChallenges
“What’s your biggest challenge with this right now?”
“How long has it been going on, and what have you tried?”
AAuthority
“Who else deals with this challenge day to day?”
“Who has the final word on a solution?”
MMoney
“Given what this challenge costs you, what kind of investment would feel reasonable?”
“Is there budget already, or would it need to be justified?”
PPrioritization
“Where does this rank among your current priorities?”
“What’s ahead of it, and why?”

GPCT

Goals, Plans, Challenges, Timeline

GGoals
“What’s your number one priority this year?”
“Do you have a hard number to hit this quarter or this year?”
PPlans
“How are you planning to hit that goal?”
“What did you do last year? What worked and what didn’t?”
CChallenges
“What could keep you from hitting that goal?”
“Why would this get solved now, when it’s been around a while?”
TTimeline
“How quickly do these results need to happen?”
“When will you start putting the plan in place?”

How the score works

The math is simple and out in the open. Every value can be changed under “Score settings.”

  1. 1

    A status, some points

    Confirmed is worth 1 point, partial 0.5, weak and not covered 0. A criterion you skipped never helps you: the score only rises with evidence.

  2. 2

    A weight per criterion

    Each criterion has a weight (for example 30 for need in BANT, 20 for budget). The score is the weighted average, scaled to 100. These weights are the tool’s conventions; adjust them to your sale.

  3. 3

    Deal breakers

    A weak need (or pain, or challenges) disqualifies, whatever else is true. A weak timeline returns “Not now”: the prospect stays in your book, with a follow-up date. A weak decision maker rules out a “qualified” verdict.

  4. 4

    Two thresholds

    Qualified from 70 if the need is confirmed. Disqualified below 35, but only once 75% of the weight is explored: a half-finished call doesn’t get judged.

Worked example: the prospect loaded in the scorecard

Budget partial 20 × 0.5 10
Authority partial 25 × 0.5 12.5
Need confirmed 30 × 1 30
Timeline partial 25 × 0.5 12.5

Score: 65 out of 100

Below the 70 threshold with nothing weak: “Dig deeper.” Among the uncertain criteria, authority and timeline carry the most weight; on a tie, the scorecard follows acronym order and suggests digging into authority first.

Getting the scorecard into your CRM

Qualification only pays off if it lands in the CRM, where your manager and the next rep will read it. Three levels, from fastest to most useful.

  1. 1

    A pasted note

    “Copy for your CRM” gives you a short plain-text summary: score, verdict, each criterion’s status and note, what to dig into next and the next step. Paste it into the call or deal note. HubSpot, Pipedrive, Salesforce and Attio all take free text.

  2. 2

    One field per criterion

    Create a dropdown property for each letter (Not covered, Weak, Partial, Confirmed), a number field for “Qualification score” and a “Verdict” field. Then you can filter deals where the decision maker isn’t confirmed, or build a “dig deeper” view.

  3. 3

    A team rule

    Write down what moves a deal to the next stage, for example “need confirmed and decision maker at least partial.” A scorecard only works if the whole team clicks the same way: review two or three of them together each month.

Mistakes that skew qualification

  • Turning the call into an interrogation

    Running through B, A, N and T like a form puts prospects on the defensive. Start with need and let the other answers come up in conversation.

  • Leading with budget

    On a cold call, the budget question lands before the prospect has admitted to any problem, so they say “no budget” on reflex. Put a number on the problem first.

  • Mistaking your contact for the buyer

    An enthusiastic contact is neither an economic buyer nor a champion. Ask who signs and how the last similar purchase went.

  • Clicking “confirmed” on a hunch

    Confirmed means the prospect said it, with facts. A hunch is “partial.” Write down their exact words; that’s what will convince your manager.

  • Qualifying once and moving on

    Budgets freeze, champions leave, priorities shift. Revisit the scorecard at every major stage of the deal.

Go further

The frameworks in depth, and the tools that pair with this scorecard.

Type less, listen more

Taking notes while you qualify means only half listening. Skipcall transcribes your prospecting calls and writes an AI summary, so what the prospect said about budget or the decision maker ends up in writing without you typing it all mid-call.

Calls, transcripts and summaries are logged in HubSpot, Pipedrive, Salesforce or Attio. The scorecard keeps its job: structuring the conversation and making the call.

AI call transcription and summaries

Your data stays with you

Everything runs in your browser: no sign-up, nothing sent anywhere. So a page reload doesn’t cost you a call in progress, your prospects and notes are saved in this browser only (local storage). The “Delete” button (trash icon) wipes the prospect on screen and its notes.

The share link only holds the framework, the statuses and your settings: no names, companies or notes.

A calendar full of meetings starts with a call.

Get started now Book a demo

No commitment · Number live in 2 minutes

BANT and MEDDIC qualification FAQ

BANT checks four conditions (budget, authority, need, timeline) and fits short sales with a single decision maker. MEDDIC checks six, focused on the decision itself: quantified gains, the economic buyer, decision criteria and process, pain, and a champion. It’s built for complex deals with a buying committee. In the scorecard you can switch between them without losing your statuses.
For a first outbound call, BANT or CHAMP is enough: few criteria, easy to cover in a few minutes. CHAMP has the edge of starting from the prospect’s problem instead of budget. MEDDIC usually comes in at later meetings, as the deal grows. The framework picker in the tool decides based on lead source, deal size, number of decision makers and cycle length.
Confirmed is worth 1 point, partial 0.5, weak and not covered 0, multiplied by each criterion’s weight and scaled to 100. A weak need disqualifies, a weak timeline returns “Not now” (follow up later), and a weak decision maker rules out “qualified.” The weights and thresholds (70 and 35 by default) are the tool’s conventions and can be changed in the settings.
MEDDPICC is the extended version of MEDDIC. It adds the paper process (procurement, legal, signature) and competition (other vendors, building in-house, the status quo), and talks about implicating the pain rather than just identifying it. Turn on the MEDDPICC option in the scorecard to show all eight criteria.
It’s the qualification framework laid out by HubSpot: Goals, Plans, Challenges, Timeline, then Budget, Authority, Negative Consequences and Positive Implications. GPCT alone suits simple inbound leads; the full version suits inbound deals with several decision makers. The GPCTBA/C&I option in the scorecard adds the last four criteria.
Yes, and many teams do: BANT or CHAMP on the first call to sort quickly, then MEDDIC or MEDDPICC in later meetings as the deal grows. In the scorecard, each prospect keeps its statuses framework by framework, so switching from BANT to MEDDIC mid-cycle loses nothing, and you can switch back anytime.
Yes. Pick the framework, then “Blank sheet” prints a one-page letter-size sheet with the criteria, two questions per criterion, the proof to look for and lines for notes. “Copy blank template (text)” gives you the same scorecard as plain text, with every question, ready to paste into a doc, a CRM note template or a call prep sheet.
No. The acronym helps you remember the criteria; it doesn’t set the order of the call. Start with need or challenges, then follow the conversation. Click a letter (or use J and K) to move to whichever criterion the prospect is talking about.
The call scorecard grades the rep after the call: opener, discovery, objections, close. This one qualifies the prospect during the call. They work together: one tells you whether the deal is worth pursuing, the other whether the call was handled well.
No. Nothing leaves your browser. Prospects are kept in this browser’s local storage so they survive a reload, and the “Delete” button (trash icon) removes a prospect and its notes. The share link never includes names, companies or notes.