Lead qualification: from BANT to predictive scoring — which framework fits your team
BANT is 60 years old. It still works for some teams. For others, MEDDICC or CHAMP is better. But the real shift isn't in the framework — it's in when qualification happens. Traditional frameworks qualify after first contact. Predictive scoring qualifies before.
BANT vs MEDDICC vs CHAMP vs Predictive Scoring
| Framework | Best for | Timing | Data source |
|---|---|---|---|
| BANT | Simple sales cycles | After first call | Rep judgment |
| MEDDICC | Complex enterprise deals | During sales process | Rep + CRM |
| CHAMP | Challenger-style selling | During discovery | Rep + CRM |
| Predictive scoring | Any cycle, pre-contact | Before first touch | Intent data + signals |
Predictive scoring doesn't replace these frameworks. It adds a layer before them.
Predictive lead scoring: qualification before the first conversation
The scoring model combines intent data (external research behavior) with public signals (hiring, investing, event attendance). Accounts with high composite scores (Tier 1) have demonstrated buying signals before any human interaction.
Your rep walks into the BANT conversation already knowing: this account is actively researching our category, just hired a VP Sales, and is exhibiting at the same trade show. The qualification framework becomes a confirmation step, not a discovery step.
Frequently asked questions
Is BANT outdated?
Not outdated, but incomplete. BANT checks readiness. It doesn't check intent. Adding predictive scoring to BANT means you only BANT-qualify accounts that already show buying signals.
What lead scoring model does DYG use?
50% from our EU intent data source (EU-native, consent-based) + 50% public signals (Google Signal Scan). Composite score 0-100. Tier 1 = hot (>70), Tier 2 = warm (40-70), Tier 3 = cold (<40).
How accurate is predictive lead scoring?
DYG's scoring identifies 90%+ of accounts that eventually become Tier 1 opportunities. The remaining 10% are accounts with intent activity on channels we don't monitor (dark social, internal conversations).