SL Qualification 2

Question 1

A prospect says they are interested but has no authority to sign contracts. What is the best next step?

Accepted Answer

Ask to be introduced to the decision-maker

Answer

You need to reach the person with authority to approve the purchase; asking for an introduction moves the opportunity forward.

Question 2

Which qualification framework uses the letters N, E, A, T to assess a prospect?

Accepted Answer

NEAT

Answer

NEAT stands for Need, Economic Impact, Access to Authority, and Timeline.

Question 3

During qualification, a prospect reveals their budget is 40% below your minimum deal size. What should you do?

Accepted Answer

Disqualify and focus resources elsewhere

Answer

If the budget is fundamentally misaligned with your minimum, continuing wastes resources for both parties.

Question 4

What does 'champion' refer to in the MEDDIC qualification framework?

Accepted Answer

An internal advocate who sells on your behalf

Answer

A champion is the internal stakeholder who wants your solution to succeed and influences the decision in your favor.

Question 5

A lead says they plan to make a purchasing decision 'sometime next year.' How should you handle timeline qualification?

Accepted Answer

Probe for a specific month or quarter and key milestones

Answer

Vague timelines make forecasting impossible; clarifying specific milestones helps prioritize and plan follow-up.

(SL) Sales Lead Practice Test