SL Qualification 3

Question 1

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

Accepted Answer

Competitive displacement risk

Answer

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

Question 2

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

Accepted Answer

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

Answer

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

Question 3

Which scenario represents a fully qualified prospect?

Accepted Answer

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

Answer

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

Question 4

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

Accepted Answer

Lower quota attainment and wasted capacity

Answer

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

Question 5

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

Accepted Answer

The person with final budget authority who approves the purchase

Answer

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

(SL) Sales Lead Practice Test