The CHAMP Framework
Challenges, Authority, Money, Prioritization -- a modern, prospect-first qualification methodology that leads with empathy and uncovers real buying intent.
Challenges
Start by understanding the prospect's pain points. Leading with challenges builds trust and positions your solution as a problem-solver rather than starting with an awkward budget question.
Example Questions
- "What's the biggest challenge you're facing with your current setup?"
- "How is this problem impacting your team's productivity?"
- "What have you tried so far to address this?"
Authority
Map the decision-making landscape. Unlike BANT, CHAMP recognizes that even non-decision-makers are valuable champions who can influence the purchase from within.
Example Questions
- "Who on your team is most affected by this challenge?"
- "What does the decision-making process look like at your company?"
- "Would it help if we included anyone else in the conversation?"
Money
After establishing value through challenges, the budget conversation feels natural. The AI frames investment in terms of ROI against the problems the prospect already described.
Example Questions
- "Given the impact of this challenge, what investment would make sense?"
- "Is there a budget set aside for solving this type of problem?"
- "How do you typically evaluate ROI for new tools?"
Prioritization
Gauge how high this ranks among the prospect's competing priorities. High prioritization means the deal moves faster. The AI identifies urgency signals to route leads appropriately.
Example Questions
- "Where does solving this fall among your current priorities?"
- "What happens if this doesn't get addressed in the next quarter?"
- "Are there any deadlines or events driving this initiative?"
How Scoring Works
Each CHAMP dimension is scored on a 0-100 scale. Challenges are weighted higher since they drive the rest of the qualification.
High Intent
Strong challenge match, clear authority, available budget, and high priority. Fast-tracked to sales.
Medium Intent
Some qualifying criteria met. AI continues the conversation to address gaps and move them up.
Low Intent
Early stage or poor fit. Added to awareness nurture track with educational content.
Try the CHAMP Demo
Experience how Conwerz AI qualifies leads using the CHAMP framework in a live conversation.
Qualify with Empathy
Set up the CHAMP framework in your Conwerz AI dashboard. Let AI lead with challenges to build rapport while gathering the qualification data your team needs.