Qualification Flashcards

A prospect has budget and need but says they are evaluating three competitors simultaneously. What qualification risk does this represent?

Answer: Competitive displacement risk

When multiple competitors are involved, there is a real risk of losing the deal to a rival solution.

What is the primary purpose of asking discovery questions during qualification?

Answer: To uncover needs, pain points, and fit before investing sales resources

Discovery questions reveal whether the prospect is a genuine fit before you commit significant sales effort.

Which scenario represents a fully qualified prospect?

Answer: Has budget, authority, clear need, and a 60-day decision timeline

A fully qualified prospect satisfies all BANT criteria: budget, authority, need, and near-term timeline.

A salesperson spends 80% of their time on unqualified leads. What is the most likely outcome?

Answer: Lower quota attainment and wasted capacity

Focusing on unqualified leads drains time and resources without producing revenue, hurting quota performance.

What does 'economic buyer' mean in the context of MEDDIC?

Answer: The person with final budget authority who approves the purchase

The economic buyer is the stakeholder with ultimate authority to approve spending on your solution.

When should a sales lead be officially moved to 'disqualified' status in a CRM?

Answer: When confirmed criteria (budget, authority, need, timeline) cannot be met

Disqualification should be based on confirmed misalignment with qualification criteria, not just lack of response.

A prospect has an urgent problem but has never allocated budget for a solution like yours. What is the recommended qualification action?

Answer: Explore whether budget can be created or reallocated given the business pain

Urgent pain often creates motivation to find or reallocate budget; a sales lead should explore that possibility.