CHAMP: Challenges, Authority, Money, Prioritisation

CHAMP is a sales qualification framework — Challenges, Authority, Money, Prioritisation — that flips BANT by leading with the buyer's problems instead of the seller's process.

What is CHAMP?

CHAMP was introduced by InsightSquared as a more buyer-centric replacement for BANT. The order matters: by starting with Challenges, reps build credibility before asking about money or authority.

Frequently Asked Questions

What does CHAMP stand for?: Challenges, Authority, Money, and Prioritisation.
Is CHAMP better than BANT?: CHAMP leads with the buyer's problem instead of the seller's budget question, which often produces better discovery conversations. For deal qualification depth, MEDDIC and MEDDPICC are stronger.