Glossary
CHAMP (Challenges, Authority, Money, Prioritization)
A modern qualification framework that leads with the buyer's problem.
Definition
CHAMP — Challenges, Authority, Money, Prioritization — reorders BANT to start with the buyer's challenge, not the seller's budget question. It is well-suited to consultative B2B sales where understanding pain comes before talking price.
Why it matters
CHAMP shifts qualification from interrogation to discovery, which is the standard in modern human-first outbound.
More terms
ICP (Ideal Customer Profile)
The exact firmographic, persona and trigger combination of the accounts most likely to buy from you.
SDR (Sales Development Representative)
The role responsible for prospecting and booking qualified meetings for closers.
BDR (Business Development Representative)
An outbound prospecting role, often used interchangeably with SDR.
MQL (Marketing Qualified Lead)
A lead that has shown enough interest in your marketing to be worth a sales follow-up.
SQL (Sales Qualified Lead)
A lead that sales has accepted and confirmed is worth working toward a deal.
SAL (Sales Accepted Lead)
The intermediate step between MQL and SQL where sales accepts ownership.
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