Does he have the power to buy

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The FAINT method The FAINT method is also a variation of the BANT qualification: Funds Authority Interests needs Timing It includes the “Interest” criterion which allows you to assess the lead’s interest in your offer. This method is therefore particularly effective for qualifying the leads generated during your Outbound Marketing operations. CTA-LB-inbound-marketing · The MEDDIC method The MEDDIC method is a complex technique that focuses on more criteria: Metrics : what KPIs matter for the lead? how will it evaluate the ROI of your solution.

Economic buyer : is the lead a decision-maker?  Decision criteria : what criteria Phone Number Data will the lead rely on? Decision process : how will decision-making take place within the lead's company? Identify pain : what are the lead issues? what needs is it trying to solve? Champion : who in the lead company will be your ally in sales? Who will vouch for your product or service? Although this method requires collecting a lot of information, it is very effective for the most complex sales. It will also help you refine your understanding of the lead to evaluate them effectively and address them in the best way.




The MEDDIC method is particularly suitable for B2B companies whose products and/or services are very expensive, for example for software costing several tens of thousands of euros. Automatic qualification methods To save time, you can also rely on automatic lead qualification methods . They are based on the use of a CRM (Customer Relationship Management) or a marketing automation tool .