Smart Sales Starts with Smarter Qualification

Whether you're managing leads in a startup or navigating enterprise-level sales, choosing the right lead qualification framework is the key to closing smarter, faster, and more profitably.

In this episode of The Marketing Phoenix Podcast, host Melissa “Rogo” Rogozinski breaks down three powerhouse sales frameworks—BANT, CHAMP, and MEDDICC—to help you qualify leads with clarity, confidence, and consistency.

For legal tech, SaaS, and B2B companies looking to refine their go to market consulting or growth strategies, this episode delivers a tactical breakdown of when and how each framework performs best—and how marketing plays a critical role in setting the stage for sales success.

What You’ll Learn:

• When to use BANT, CHAMP, or MEDDICC based on deal complexity
• How to ask the right qualification questions at the right time
• Specific examples that tie frameworks to real-world B2B use cases
• Why marketing should align with sales frameworks from day one
• How content and campaigns can drive qualification before a rep calls
• What marketing leaders should know to support enterprise sales teams

Keywords: managing leads, go to market consulting, growth strategies

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