BANT vs MEDDIC Lead Scoring Comparison Calculator
BANT (Budget, Authority, Need, Timeline) and MEDDIC (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion) are the two dominant B2B qualification frameworks. Score the same deal on both and see which surfaces the real risks.
| BANT total (out of 20) | — |
| BANT % qualified | — |
| MEDDIC total (out of 30) | — |
| MEDDIC % qualified | — |
| Gap vs disciplined sales floor (70%) | — |
| Top risk factor | — |
BANT (Budget, Authority, Need, Timeline) is fast but shallow. MEDDIC (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion) is rigorous but slower. Score the same deal on both frameworks and the gap reveals where your qualification is weakest. Best-in-class enterprise reps score 80%+ on MEDDIC before forecasting a deal as commit.
When to Use Each Framework
Use BANT for transactional SMB sales under $25K ACV with single decision-makers — speed matters more than depth. Use MEDDIC for enterprise sales >$50K ACV with 5+ stakeholders, formal procurement, and 60+ day cycles. MEDDIC catches the deals BANT misses: customer has budget and need but the Economic Buyer never met you, so the deal slips a quarter. Roughly 30-40% of enterprise pipeline that passes BANT fails MEDDIC scrutiny.
The Champion Test
The single highest-correlation MEDDIC field is Champion — an internal advocate who will sell on your behalf when you're not in the room. Deals without a verified champion close at half the rate of deals with one. A real champion (1) gives you non-public information, (2) introduces you to the Economic Buyer, and (3) coaches you on the decision process. If your rep can't name a champion by stage 3, the deal is at risk regardless of BANT score.
Last updated May 2026. Sources: Salesforce Lead Qualification Guide.