GPCTBA/C&I is the acronym for Goals, Plans, Challenges, Timeline, Budget, Authority, Negative Consequences, Positive Implications. This is all of the criteria that sales reps should consider while performing a lead qualification.

This is similar to another lead qualification framework of BANT but the GPCTBA/C&I focuses more on customer-specific criteria such as his goals and plans.

Glossary terms starting with the same letter

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