Qualification and Deal Management
CHAMP
Qualification that starts with the challenge, not the budget.
At a glance
- Best for
- Teams that want a pain-first version of BANT
- Primary use
- Lead qualification
- Sales stage
- Prospecting to discovery
- Complexity
- Low
- Typical user
- SDR, AE
Framework
CH: Challenges
The problem the buyer must solve.
A: Authority
The people who decide.
M: Money
The funding path.
P: Prioritization
Where this ranks against other work.
Use it when
- Budget questions block early conversations.
- You sell to teams that create budget after a business case.
Watch out for
- Accepting a challenge with no owner.
- Skipping prioritization.
Questions
- What is the challenge you must solve this year?
- Where does this sit on your priority list?
- How does work like this get funded?
Example
A rep learns the buyer has no budget line, but the challenge is a board priority. The rep builds a business case with the Champion instead of qualifying out.
Best combined with
SPIN Selling, MEDDIC
Strength
Puts the buyer problem first.
Limitation
Still light for complex deals.
Related frameworks
Official source
This framework is in general industry use. It has no single official owner or certification provider.
Last reviewed: 2026-08-21
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