Frameworks · C1 Fundamentals & definitions
Sales Qualification Framework
Definition. A checklist applied early to assess whether a lead/deal is worth pursuing (BANT, CHAMP, etc.). Often combined: a light one for SDRs, a deep one for AEs.
Related terms
Where this sits
Part of the Frameworks set within the GTM World Model — cluster C1, Fundamentals & definitions.
How to cite this
@misc{shalvi_gtm_sales_qualification_framework,
author = {Singh, Shalvi},
title = {Sales Qualification Framework — GTM World Model Glossary},
year = {2026},
url = {https://shalvisingh.com/gtm/glossary/sales-qualification-framework}
} Singh, Shalvi. "Sales Qualification Framework — GTM World Model Glossary." shalvisingh.com, 2026. https://shalvisingh.com/gtm/glossary/sales-qualification-framework