M01
Metrics
Sortiva asks“How would you measure whether this worked, six months from now?”
Lead qualification frameworks
BANT, MEDDIC and more — asked the way a person would.
Sortiva qualifies every inbound lead against the sales methodology your team already uses. Pick a framework below to see the discovery questions Sortiva asks — and the deal brief it hands your AE.
| Framework | Criteria Sortiva covers | Best for |
|---|---|---|
| BANT | Budget · Authority · Need · Timeline | High-volume inbound, SMB and mid-market |
| MEDDIC | Metrics · Economic buyer · Decision criteria · Decision process · Identify pain · Champion | Complex B2B deals with several stakeholders |
| MEDDPICC | Metrics · Economic buyer · Decision criteria · Decision process · Paper process · Identify pain · Champion · Competition | Enterprise deals with procurement and competitors |
| CHAMP | Challenges · Authority · Money · Prioritization | Founder-led and challenge-first sales |
| SPICED | Situation · Pain · Impact · Critical event · Decision | Recurring-revenue and customer-success-led motions |
Qualification frameworks
Your framework. Asked the way a person would.
Pick a methodology, or upload your own scorecard. Sortiva doesn't fire questions in order like a form — it weaves them into the conversation and only asks what it hasn't already heard.
+ Your own playbook
MEDDIC
For complex, multi-stakeholder deals where the forecast has to hold up in a pipeline review.
E02
Economic buyer
Sortiva asks“Who ultimately owns the budget this would come out of?”
D03
Decision criteria
Sortiva asks“What would a tool need to do to make your shortlist?”
D04
Decision process
Sortiva asks“Walk me through how a purchase like this got approved last time.”
I05
Identify pain
Sortiva asks“Where does this hurt most — time, cost, or risk?”
C06
Champion
Sortiva asks“Who on your side would push for this internally?”
The handoff
The call ends. The deal brief is already waiting.
A brief, not a recording
One page per lead: what they need, who decides, what they said about budget — with the exact quotes behind every score.
Straight into your CRM
Native sync to Salesforce and HubSpot. Fields, notes, next step and transcript land on the right record automatically.
Routed to the right rep
Territory, segment and round-robin rules decide who gets the deal. Sortiva books the follow-up on that rep's calendar.
Deal brief · MEDDIC
Northwind Freight
Priya Raman, VP Operations · 31 min call · Google Meet84
MetricsCut onboarding effort 50% (3 → 1.5 FTEs) by Q2
Economic buyerDaniel Shaw, CFO — signs anything > $50k
Decision criteriaTMS integration · SOC 2 Type II
Decision process30-day pilot → security review → CFO
Identify pain~40 carriers a month onboarded by spreadsheet
ChampionPriya Raman, VP Ops — booked the call
“We want onboarding cut in half before peak season, and I own that budget.”— Priya, 07:42
Next stepTailored demo with Marcus Lee · Thu 10:00 ET
#
#sales-ready · now
@marcus new SQL from Sortiva — Northwind Freight, MEDDIC score 84. Demo booked Thu 10:00.
CRM updated · 8 fields · 4s after hang-up
Bring your own qualification framework.
Start from BANT or MEDDIC, or upload your own scorecard with custom fields, weights and disqualifiers.