--- title: "BANT & MEDDIC Qualification Scorecard: Free Checklist" description: "Free BANT, MEDDIC, CHAMP and GPCT qualification scorecard: the questions to ask, a live prospect score during the call, and a one-page summary for your CRM." url: https://skipcall.io/en/tools/sales-qualification-scorecard language: en --- [Free tools](https://skipcall.io/en/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 Contact name Company Framework **Which framework?** Budget, Authority, Need, Timeline BANT `J` `K` · `1` `2` `3` `0` · `N` 1. **Budget** 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. Note`N` 2. **AuthorityWho decides, who influences, and is the person on the line part of the decision?** 3. **NeedIs there a real problem, owned by the prospect, that your product solves?** 4. **TimelineWhen will a decision happen, and what drives that date?** **Shortcuts** - `J` `K` next or previous criterion - `1` `2` `3` weak, partial, confirmed - `0` not covered - `N` write a note - `Esc` leave the note Shortcuts work whenever you’re not typing in a field. Call notes **Score settings** These weights and thresholds are the tool’s own conventions, not industry standards. Tune them to your sale. “Qualified” threshold “Disqualified” threshold Weight · BANT (Relative weights: the score scales them to 100.) - B Budget 20% of the score - A Authority 25% of the score - N Need 30% of the score - T Timeline 25% of the score Nothing is sent anywhere: your prospects stay in this browser. Details ## 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. | Framework | Starts with | Best for | Origin | | - | - | - | - | | 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](https://meddicc.com/meddpicc-sales-methodology-and-process) | | 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](https://blog.hubspot.com/sales/gpct-sales-qualification) | 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. - [Sales call scorecard The flip side: score the rep after the call, criterion by criterion.](https://skipcall.io/en/tools/sales-call-scorecard) - [What is BANT? Origins, limits and how teams use the four criteria today.](https://skipcall.io/en/blog/bant-framework) - [What is MEDDIC? The six elements for qualifying complex deals.](https://skipcall.io/en/blog/meddic-framework) - [BANT vs MEDDIC A full comparison to choose based on your sales cycle.](https://skipcall.io/en/blog/bant-vs-meddic) - [How to qualify leads on the phone BANT, MEDDIC and GPCT compared for a five-minute call.](https://skipcall.io/en/blog/how-to-qualify-leads-on-the-phone) - [The complete lead qualification guide Frameworks, process and scorecards for B2B.](https://skipcall.io/en/blog/lead-qualification-guide) - [Cold call discovery questions The questions that get prospects talking.](https://skipcall.io/en/blog/cold-call-discovery-questions) - [Cold call script generator Prep your opener and the transition into qualification.](https://skipcall.io/en/tools/cold-call-script-generator) ## 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](https://skipcall.io/en/blog/ai-call-transcription-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](https://app.skipcall.io/signup) [Book a demo](https://skipcall.io/en/demo) **No commitment** · Number live in 2 minutes ## BANT and MEDDIC qualification FAQ **What’s the difference between BANT and MEDDIC?** 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. **Which framework should I use for cold calling?** 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. **How is the qualification score calculated?** 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. **What is MEDDPICC?** 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. **What is GPCTBA/C\&I?** 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. **Can I use BANT and MEDDIC together?** 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. **Is there a printable BANT or MEDDIC template?** 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. **Do I have to ask the questions in acronym order?** 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. **How is this different from the sales call scorecard?** 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. **Are my prospects and notes sent anywhere?** 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.