Talk:Qualified prospect

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Latest comment: 17 years ago1 comment1 person in discussion

It would be very helpful to clarify the terminology "Sales lead", "prospect", "qualified prospect". Is there a more-or-less widely adopted definition available? Or, which definitions are used? --Ptandler (talk) 12:40, 5 March 2009 (UTC)Reply

Edit request: post-BANT qualification frameworks

Latest comment: 1 day ago1 comment1 person in discussion

The user below has a request that an edit be made to Qualified prospect. That user has an actual or apparent conflict of interest.
The requested edits backlog is very high. Please be extremely patient. There are currently 659 requests waiting for review.

Please read the instructions for the parameters used by this template for accepting and declining them, and review the request below and make the edit if it is well sourced, neutral, and follows other Wikipedia guidelines and policies.

My name is Richard Harris and I created N.E.A.T. Selling. I have a conflict of interest, hence my requesting this edit rather than making it directly. My COI is disclosed on my user page. I propose adding the paragraph below after the existing BANT sentence. I am also including MEDDIC and CHAMP to be respectful of the category and to avoid appearing biased. I am happy to make edits as requested.

Proposed text to add after the BANT sentence:

BANT is considered one of the oldest sales qualification frameworks. Newer methodologies and frameworks were created to address its limitations in the modern B2B sales world.^[1]

Some of them are MEDDIC (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion), created by Dick Dunkel and Jack Napoli at PTC in the mid-1990s for larger enterprise sales; CHAMP (Challenges, Authority, Money, Prioritization); and N.E.A.T. Selling (Need, Economic Impact, Access to Authority, Timeline), developed by Richard Harris and The Harris Consulting Group and announced with Sales Hacker.^[2]^[3] N.E.A.T. Selling moved the budget conversation from the first part of the sales conversation to address the prospect's needs and the economic impact of the business problems they are looking to solve, followed by understanding the authority around decision-making and the timeline of a decision and implementation. Richard Harris (talk) 00:49, 5 August 2026 (UTC)Reply

↑ "The 12 Best Sales Methodologies". HubSpot. Retrieved 2026-08-04.
↑ "How to Choose From the Top 12 Sales Methodologies". Gong. Retrieved 2026-08-04.
↑ "What is the N.E.A.T. Selling?". Umbrex. Retrieved 2026-08-04.

[1] "The 12 Best Sales Methodologies". HubSpot. Retrieved 2026-08-04.

[2] "How to Choose From the Top 12 Sales Methodologies". Gong. Retrieved 2026-08-04.

[3] "What is the N.E.A.T. Selling?". Umbrex. Retrieved 2026-08-04.

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