CH
Challenges
What challenge is the prospect facing?
What if qualification could do more than tell Sales whether a lead qualifies?
Introducing TAG’s CH.A.T. Methodology-a different way to capture the context behind a prospect’s buying situation.
What challenge is the prospect facing?
What are they doing or considering to address it?
When do they expect to act?
The objective isn't simply to determine whether a prospect fits a qualification checklist. It's to give Sales a stronger starting point for a meaningful conversation.
Understand the business, operational, technology or strategic challenge.
Understand the current approach or solution.
Explore why the prospect is considering a different approach.
Understand whether they are ready now, planning for later or exploring.
| BANT | CH.A.T. |
|---|---|
| Budget · Authority · Need · Timeline | Challenges · Approach · Timeline |
| Does the prospect meet the qualification criteria? | What should Sales understand before the conversation begins? |
The three pillars remain consistent, but the conversation adapts to the client solution, target audience, industry, campaign objective, funnel stage and qualification requirements.
Possible information: Lead Information, Qualification, Challenge, Approach, Timeline and Next Action.
Help Sales prepare, prioritize conversations, ask more relevant questions and identify the appropriate next step.
Ideal for complex technology solutions, enterprise software, cybersecurity, IT infrastructure, business transformation, longer sales cycles and multi-stakeholder buying environments.
Tell us about your audience, solution and campaign objective.