Lead Scoring BANT MEDDIC
BANT score: Budget + Authority + Need + Timeline. MEDDIC: 6 deeper criteria. >70 = sales-ready. <40 = nurture or disqualify.
| Budget | — |
| Authority | — |
| Need | — |
| Timeline | — |
| Weighting | — |
| BANT score | — |
| Verdict | — |
BANT (Budget, Authority, Need, Timeline) is the classic sales qualification framework. Score each on 0-100 scale, weight by importance, combine into BANT score. >70 = sales-ready; <40 = disqualify or nurture. Modern alternative: MEDDIC adds 6 deeper criteria (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion).
BANT Methodology
Budget: do they have funds for solution? Authority: are they decision-maker or influencer? Need: is the pain real and quantified? Timeline: when will they decide? IBM coined this in the 1960s. Still widely used because it's simple and effective.
MEDDIC Alternative
Modern adaptation: Metrics (quantified business impact), Economic Buyer (final approver), Decision Criteria (their evaluation criteria), Decision Process (their steps), Identify Pain (root cause), Champion (internal advocate). More detailed than BANT — used in complex B2B sales.
Score-Based Routing
Above 80: hand to senior AE immediately. 60-80: SDR to AE within 24 hours. 40-60: nurture sequence + content. Under 40: educate via blog/webinars; disqualify if data clear. Avoid 'spray and pray' — high-effort sales on low-scoring leads is wasteful.
Last updated May 2026. Sources: Salesforce Lead Scoring.