CHAMP Qualification: why we work results-oriented, starting with the right questions
Why is qualification so important
New leads and appointments are valuable, but not every lead has the same potential. Salespeople’s time is scarce. That’s why it’s crucial to know from the outset: which conversations have real potential, and which have less?
Qualification helps focus on the right prospects. At TachYons, we consciously choose the CHAMP methodology because it perfectly aligns with our vision: working results-oriented and assisting clients to achieve their commercial goals.
What is CHAMP?
CHAMP is a qualification model that stands for:
CH – Challenges: What challenges does the prospect face?
A – Authority: Does the contact person have decision-making power or influence?
M – Money: Is there a budget available to implement the solution?
P – Prioritisation (Timeline): How urgent is the need, and what is the timeline?
While traditional models often start with budget or time, CHAMP consciously begins with the client’s challenges. And that’s precisely why it’s such a good fit for us.
Why we chose CHAMP
At TachYons, everything revolves around results. Our clients work with us because they want to achieve growth: more leads, better appointments, and a stronger sales approach.
By starting with Challenges, we prioritize the client’s results. We want to know: what challenges is your prospect facing, and how can we help solve them?
Next, we examine authority: are we talking to the right person? Only then can we steer a conversation toward results.Money is essential, of course, but we see budget primarily as a prerequisite if the challenge is big enough, the budget often follows automatically.
Finally, Prioritization: How urgent is the problem? These Priorities guides follow up and ensure you focus your energy on opportunities that are relevant now.
CHAMP in Social Runner PA
For Social Runner clients (PA-Basic and PA-Pro), we use CHAMP to qualify leads and appointments. What does this mean in practice?
PA-Basic → Short CHAMP checks: we assess whether there’s a relevant challenge and whether the lead has the proper decision-making authority. You’ll receive meetings that have already passed an initial quality check.
PA-Pro → Extensive CHAMP qualification: every meeting is fully developed, including Challenges, Authority, Money, and Prioritisation. You’ll receive meeting briefs and context, so your salespeople are optimally prepared.
The result: not more meetings, but better meetings. Your sales team can focus on meetings that have the best chance of generating revenue.
The result for our clients
By using CHAMP as a qualification framework, we create:
More focus: your salespeople spend their time on the leads that matter.
More results: meetings are better aligned with prospects’ challenges.
Greater insight: you see where the most significant challenges and opportunities lie in the market. Or as one of our clients said: “Since we started working with PA-Pro, we not only meet more often, but also are better prepared. You can see that difference directly in the conversion rate.”
Conclusion
At TachYons, growth doesn’t come from working harder; it comes from working smarter. That’s why we choose the CHAMP qualification: a model that starts with your client’s challenges and then immediately directs results.
For Social Runner clients, this means:
►Better-qualified appointments.
►Greater insight into prospects’ opportunities and challenges.
►A sales team that can work more effectively and be results-oriented.
► Do you also want appointments that genuinely contribute to your growth? Discover how Social Runner strengthens your sales process with CHAMP.
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