GPCTBA/C&I is a sales qualification process developed by Hubspot to best qualify the all-around situation of whether a lead can benefit from your products and services.
Here is a breakdown of each part of this sales qualifying process.
Goals: What are the quantifiable goals your lead wants or needs to hit?
Plans: What are the current plans that they will implement to achieve these goals?
Challenges: Can you help a lead overcome their company’s challenges; ones they are dealing with as well as ones they (or you) anticipate?
Timeline: When do they need to achieve their goal and when can they implement their plan?
Budget: Do they agree on the potential ROI of the solution and can they invest in your solution?
Authority: Is the lead a decision-maker and/or have they involved a decision-maker in the sales process?
Negative Consequences: What are the negative consequences if your lead does not achieve their goal?
Positive Implications: What are the positive implications if your lead reaches their desired goal? Can your product help the lead mitigate the risk of not achieving his or her goals and further increase the chances of achieving them?
Strengths: The benefit of GPCTBA/C&I is that it allows salespeople to gather a huge amount of information. If a salesperson’s product is complex, highly differentiated, and stands to become an integral part of the lead’s business strategy, having these insights is incredibly valuable.