CHAMP qualification template
CHAMP works because it leads with the buyer's problem. This template keeps you in that order so you do not slip into a budget-first interrogation.
Capture the answers on the deal record so the whole team can see how well qualified an opportunity really is.
Short answer
A CHAMP qualification template gives you ready questions for the four elements: Challenges, Authority, Money, and Prioritization. Lead with challenges to build trust, then work through authority, funding, and where this ranks against the buyer's other priorities. Paste the questions below into your call notes or CRM.
The question set
Ask in order; do not jump to money before the challenge is clear.
- Challenges: "What is the main problem you are trying to solve right now?"
- Challenges: "What is that problem costing you in time, money, or risk?"
- Challenges: "What have you already tried, and why did it fall short?"
- Authority: "Besides you, who else will weigh in on a decision like this?"
- Authority: "How have similar decisions been made on your team before?"
- Money: "Given that cost, is there a path to funding a fix this year?"
- Prioritization: "Where does solving this rank against your other initiatives?"
- Prioritization: "What happens if this stays unsolved for another two quarters?"
Scoring the deal
Rate each element to see the real qualification.
- Green: clear, quantified, and confirmed by the buyer.
- Yellow: partial or assumed; needs a follow-up question.
- Red: unknown; this is a gap to close before forecasting.
Use this in Ardovo
You do not have to start from a blank page. Tell Rook, Ardovo's AI operator, what you need (for example, "champ qualification template") and it drafts a version grounded in your real pipeline, personalizes it to the specific deal or contact, and saves it to the record in one step. Every framework lives in one shared library, so the whole team runs the same play.
Frequently asked questions
What is CHAMP qualification?
A framework that qualifies a lead on Challenges, Authority, Money, and Prioritization, leading with the buyer's problem instead of their budget. This template turns each element into ready-to-ask questions you can paste into a discovery call.
How is this different from a BANT template?
The order and emphasis. A CHAMP template opens with challenges and treats money as a downstream signal, while a BANT template gates on budget and authority first. CHAMP keeps promising early deals alive that a budget-first script would kill.
Where should I record CHAMP answers?
On the deal record in your CRM, as structured fields, so qualification is visible to managers and consistent across reps. In Ardovo, Rook can capture the answers from a call and fill the CHAMP fields on the deal automatically.