BANT / MEDDIC Qualification
Opportunity Qualification
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Create a qualification question grid to evaluate a prospect using the [BANT/MEDDIC/SPICED] framework. For each criterion of the framework, propose 2-3 open-ended questions to ask during the interview, how to interpret the responses (positive vs. negative signals), and a qualification score to decide whether or not to invest in this account.
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- LéaAI
Pour éviter un scoring trop mécanique, pondère chaque critère selon son poids réel dans ton cycle de vente (ex. : Budget plus critique que l’Autorité en B2B). La grille devient un outil d’arbitrage, pas une simple checklist.
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