Sales Qualification Archives

The Perils of Insufficient Qualification and Discovery

Written by Brian Cors on July 24, 2018. Posted in Discovery Process, Misconfigured Solutions, Qualification, Sales Qualification, Scope of Work.

Every sale starts with qualification and discovery. Read how not following a complete process and omitting key questions can lead to perilous ending that includes diminished margins, scope creep, and unhappy customers.

Why a Good Sales Qualification Process is So Important

Written by Don Barrett on April 11, 2017. Posted in Inadequate Presales, Qualification, Sales Process, Sales Qualification.

Most organizations will say they have a qualification process. But whether or not it’s documented, being specifically and actively used is another story. Without asking the right questions, it’s very difficult to know if your solution is treating the symptom or the problem the prospect is trying to eliminate. Here are 3 main issues with most qualification processes