Skip to content
LiftUp
Free tool · No signup

BANT, MEDDIC and CHAMP scorecard.

Pick a framework, rate each criterion from 0 to 3 with the questions to ask, and see a score, a verdict and the gaps to close next. Score several deals side by side, then download a CSV or an Excel template.

  • BANT, CHAMP, MEDDIC and MEDDPICC
  • Bands you can see and change
  • Each origin linked to its source
Framework

BANT: Budget, Authority, Need, Timeline. A quick first check on a lead, for simpler sales. Widely credited to IBM. IBM’s partner forms used it, with Timeframe for the T.

Northwind Dental · BANT

67%Needs work

8 of 12 points

Weakest, and what to ask next

  1. Authority1 Weak

    Ask: “Who signs off on the purchase?”

    Ask your contact who decides, and offer a short call with that person.

  2. Budget2 Partial

    Ask: “Who approves spending at this level, and how does that work?”

  3. Timeline2 Partial

    Ask: “What has to happen between now and then?”

Verdict bands

Below 50% is Not qualified. These bands are a starting point, not part of any framework.

Budget

Money is set aside, or can be found, for a purchase of this size.

2/3

Ask

  • Have you set aside a budget for this, and roughly how much?
  • What do you spend on this problem today, in tools or time?
  • Who approves spending at this level, and how does that work?
Rating for Budget

Partial: A rough range, or a plan to find the money, not yet approved.

What each rating means
  1. 0 Unknown: Budget hasn’t come up yet.
  2. 1 Weak: No budget, or they expect to pay far less than you cost.
  3. 2 Partial: A rough range, or a plan to find the money, not yet approved.
  4. 3 Confirmed: An approved budget that fits your price, confirmed by the buyer.
  5. Evidence for a 3: A budget figure or range the buyer stated, or a named budget line.

Authority

You know who makes the decision, and they are involved.

1/3

Ask

  • Who else is involved in choosing a tool like this?
  • Who signs off on the purchase?
  • Would it help if I joined a call with them?
Rating for Authority

Weak: You only talk to someone who can’t decide or introduce you.

What each rating means
  1. 0 Unknown: You don’t know who decides.
  2. 1 Weak: You only talk to someone who can’t decide or introduce you.
  3. 2 Partial: You know who decides, but haven’t spoken to them.
  4. 3 Confirmed: The decision-maker is engaged and has confirmed their role.
  5. Evidence for a 3: The decision-maker named, and in a meeting or on an email thread with you.

Next step: Ask your contact who decides, and offer a short call with that person.

Evidence for a 3: The decision-maker named, and in a meeting or on an email thread with you.

Need

They have a problem your product solves.

3/3

Ask

  • What problem are you trying to solve, and how do you handle it today?
  • What happens if nothing changes?
  • What would a good result look like?
Rating for Need

Confirmed: A clear problem you solve, with an agreed cost of doing nothing.

What each rating means
  1. 0 Unknown: You haven’t asked about their problem.
  2. 1 Weak: Interest, but no clear problem, or one you can’t solve.
  3. 2 Partial: A real problem you can solve, but its cost or urgency is vague.
  4. 3 Confirmed: A clear problem you solve, with an agreed cost of doing nothing.
  5. Evidence for a 3: The problem in the buyer’s own words, ideally with a number.

Timeline

There is a date or event they need to buy by.

2/3

Ask

  • When do you need this in place?
  • Is there a date or event behind that, such as a renewal or a launch?
  • What has to happen between now and then?
Rating for Timeline

Partial: A target date, but nothing depends on it.

What each rating means
  1. 0 Unknown: No timing discussed.
  2. 1 Weak: “Some time this year”, with nothing behind it.
  3. 2 Partial: A target date, but nothing depends on it.
  4. 3 Confirmed: A date tied to an event, with steps agreed to get there.
  5. Evidence for a 3: A date tied to a renewal, launch, budget cycle or other event.

Compare deals

Add a deal above to score it next to this one. Deals stay in this tab unless you keep them in this browser.

Score, verdict and rating per criterion for each deal
CriterionNorthwind Dental
FrameworkBANT
Score67%
VerdictNeeds work
Budget2 Partial
Authority1 Weak
Need3 Confirmed
Timeline2 Partial

Free, no signup. Every deal, with ratings, notes and next steps.

Full report

Get the Excel scorecard template.

A workbook with a sheet each for BANT, CHAMP, MEDDIC and MEDDPICC: the questions, a 0 to 3 rating column and formulas for the score and verdict that work in Excel and Google Sheets. Your deals come filled in, with a comparison sheet.

We keep your name and email in LiftUp’s CRM to follow up about this report. See the privacy policy.

Protected by reCAPTCHA. Google’s Privacy Policy and Terms of Service apply.

The short answer

What is the difference between BANT, MEDDIC and CHAMP?

They check different things, for different sizes of sale. BANT asks four quick questions about a lead: budget, authority, need and timeline. CHAMP covers similar ground but starts with the buyer’s challenges and asks how the purchase ranks against their other priorities, instead of opening with budget. MEDDIC is built for larger deals with several people involved: metrics, economic buyer, decision criteria, decision process, identify pain and champion. MEDDPICC adds paper process and competition. Use BANT or CHAMP to decide if a lead is worth a proper conversation, and MEDDIC or MEDDPICC to plan how a big deal gets closed.

How it works

Where each framework comes from, and how the tool scores it.

Each rule links to the page we read it on. The questions, the 0 to 3 wording and the verdict bands are our own starting point, not part of any framework.

  1. 01

    BANT: budget, authority, need, timeline

    BANT is widely credited to IBM, often with a date in the 1950s or 1960s, but we found no IBM document that says who created it or when. IBM’s own partner forms do show it used BANT, with Timeframe for the T: one program let resellers register a deal only once they had made a sales call and knew all four.

    Source: IBM PartnerWorld BANT criteria template (PDF), checked 18 Oct 2026

  2. 02

    CHAMP puts the buyer’s challenges first

    CHAMP stands for Challenges, Authority, Money and Prioritization. The earliest source we found is a 2014 InsightSquared post by Zorian Rotenberg, which argues that need should come before budget and that a timeline is really a question of priority. Authority there means mapping who decides, not dropping a lead because your contact is junior.

    Source: InsightSquared, 2014 (archived), checked 18 Oct 2026

  3. 03

    MEDDIC came out of PTC in the 1990s

    MEDDIC is Metrics, Economic buyer, Decision criteria, Decision process, Identify pain and Champion. meddicc.com, where Andy Whyte’s MEDDICC book is sold, says Dick Dunkel created it at PTC in 1996, working under John McMahon with Jack Napoli. The MEDDIC Academy credits PTC’s sales managers of the early 1990s as a group.

    Source: MEDDICC: Who created MEDDIC?, checked 18 Oct 2026

  4. 04

    MEDDPICC adds paper process and competition

    Paper process is the legal and procurement steps needed to sign a contract. Competition is the alternatives the buyer has, inside and outside their company. With those two, the scorecard has eight criteria and 24 points instead of six and 18.

    Source: MEDDIC Academy, checked 18 Oct 2026

  5. 05

    A rating, not a checkbox

    Salesforce warns that reps who treat BANT as a rigid checklist find it hard to build trust, and that the questions should guide a conversation. So each criterion here is rated 0 (unknown), 1 (weak), 2 (partial) or 3 (confirmed). The score is points ÷ (3 × criteria) × 100, rounded, and the bands are Qualified from 75% and Needs work from 50%. You can change both.

    Source: Salesforce: What is BANT?, checked 18 Oct 2026

  6. 06

    LiftUp’s lead score is a different thing

    LiftUp gives every new lead a 0 to 100 score from what its form tells you: the source, the landing page, the enquiry type, reCAPTCHA, the message and whether a company is named. That says which leads to answer first. It is not BANT or MEDDIC, which need a conversation. LiftUp has no scorecard built in; keep your ratings in notes on the lead, or in custom fields on Starter and up.

    Source: LiftUp CRM, checked 18 Oct 2026

Worked example

A 3-clinic dental group, scored with BANT.

The scorecard opens on this made-up deal. Change any rating and the score, verdict and next steps update.
Ratings
Budget 2 · Authority 1 · Need 3 · Timeline 2
Points
8 of 12
Score
67%
Verdict
Needs work
Weakest
Authority, rated 1
Ask next
“Who signs off on the purchase?”

Northwind Dental has a clear need (3) but no approved budget (2) and no date that matters (2), and the rep is only talking to the office manager (1). 8 points out of a possible 12 is 67%, which sits between the 50% and 75% bands: Needs work. Getting the owner on a call would make Authority a 3, and 10 of 12 is 83%: Qualified.

Good to know

What the scorecard can’t tell you.

  • Whether a deal will close. No study we found links a BANT, CHAMP or MEDDIC score to win rates, so the score is a check on what you know, not a forecast.
  • Which criteria matter most for you. Every criterion counts the same here. If one is a must-have, such as meeting the economic buyer, treat a 0 or 1 on it as a stop whatever the total.
  • How good the evidence is. A 3 should mean the buyer said or showed it. Write what you heard in the notes, so someone else can check it.
  • A full sales method. MEDDIC and MEDDPICC trainers go much further, into how to run each conversation; this is a scorecard to keep track.
  • Where your deals are kept. They stay in this tab, or in this browser if you tick the box. Nothing reaches us unless you ask for the Excel report.

More free tools

Tools that go with this one.

FAQ

Lead qualification questions, answered.

Something the tool gets wrong? Tell us and we fix it.

Which qualification framework should I use?

Match it to the size of the sale. For quick deals with one or two people deciding, BANT or CHAMP is enough to tell a real lead from a curious one; pick CHAMP if your reps tend to open with price. For deals with several people, a long sales cycle and procurement, use MEDDIC, or MEDDPICC when contracts and rivals often stall the close. Salesforce’s own guide suggests BANT for selling to small and mid-sized businesses and MEDDIC for complex enterprise deals, or both: BANT first, MEDDIC once a deal is real.

Did IBM invent BANT?

Maybe. BANT is widely credited to IBM, often dated to the 1950s or 1960s, and IBM did use it: a 2012 form for one of its partner programs asked resellers to know a customer’s Budget, Authority, Need and Timeframe before registering a deal. We found no IBM document that says when or by whom BANT was created, so treat the exact origin story with care.

What score counts as a qualified lead?

There is no standard. The frameworks define what to check, not a pass mark. The tool starts at Qualified from 75% and Needs work from 50%, which on BANT means at least 9 of 12 points to qualify. Set the bands to match how your team works, then check them against deals you won and lost: if deals that scored Needs work close as often as Qualified ones, the bands or the ratings need work.

What other qualification frameworks are there?

HubSpot’s guide lists several. ANUM is Authority, Need, Urgency and Money, a variation on BANT. FAINT, which the RAIN Group advocates, is Funds, Authority, Interest, Need and Timing. GPCTBA/C&I, developed at HubSpot, is Goals, Plans, Challenges, Timeline, Budget, Authority, Negative consequences and Positive implications. The scorecard covers BANT, CHAMP, MEDDIC and MEDDPICC, the ones we could trace to a clear source.

Does LiftUp have BANT or MEDDIC fields built in?

No. LiftUp scores each new lead from 0 to 100 using signals from its form, which helps you decide who to answer first, but it doesn’t score BANT, CHAMP or MEDDIC. You can add notes on any lead on every plan, and mention a teammate with @name. On Starter and up you can add custom fields, such as a dropdown for each criterion or a number for the total, and set them on selected leads from the lead list.

Keep the notes on the lead.

LiftUp scores each new lead from your forms so you know who to answer first, and keeps your team’s notes on the lead page. Free for 2 users.

Create free accountSee the CRM

No credit card · full Growth trial · cancel from the dashboard