There are many sales qualification methodologies floating around. BANT, SANDLER, SPIN, etc. I've been leading sales teams for most of my career, even built a company that created sales technology for thousands of companies, and I've been impressed with how MEDDPIC cuts right to the chase.
WHAT IS MEDDPIC
The 7 Steps of Enterprise Sales Qualification with MEDDPIC:
M for METRICS - What is the economic impact of the solution?
E for Economic Buyer - Who is the budget holder?
D for Decision Criteria - What is the criteria used to compare vendors offerings?
D for Decision Process - What is the process used to select & purchase an offering?
P for Paper Process - The internal paper process
I for Identified Pain - What is their pain? What are the consequences of this pain?
C for Champion - Who has power and influence in driving the opportunity?