In the Qualify stage, the objective is to determine if there is a viable pipeline opportunity with the potential to close within 12 months. Sales professionals assess customer pain points, solution fit, and the prospect’s willingness to engage in discussions using various techniques from the books mentioned. The goal is to ensure that the opportunity is worth pursuing before investing further resources. Don´t waste your time; rather, be last than #2. Walk away professionally.

Decide whether to participate. Assess prospect’s pain points, solution fit, and willingness to engage in BANT (You can also use CHAMP, MEDDIC, MEDDPIC) and value hypothesis discussions.

Share insights and information about the prospect to help the sales team better understand their needs and expectations..

• Collaborate with the sales team: Work closely with Sales Development Representatives (SDRs) and account executives to ensure a smooth handoff and maintain a consistent message throughout the sales process.
• Qualify leads quickly, and assess needs, budget, and authority. Use the BANT form for this exercise
• Get Qualification Criteria
• Spend / Inventory/ Current System/ Pain
• Check Salesforce for notes & historical opportunities for customer
• Create Opportunity Scoping Document (OSD)
• Executing Sales Discovery and adding notes to OSD
• Execute BANT assessment and qualify for Opportunity. Uncover potential objections and obstacles: Proactively identify any potential concerns or barriers that may hinder the sales process. Address these objections during the discovery stage, demonstrating how your solution can overcome these challenges.
• Start with Mutual Evaluation Plan. Set clear next steps: Clearly communicate the next steps in the sales process with the prospect, including follow-up calls, meetings, product demos, or proposals. Ensure that both parties are aligned and committed to moving forward.
• Create or update Content Portal (Paperflite) and share content & videos
• For RFX organise a meeting to align participation

• Focus should be to enable Sales to run the first meeting without PreSales.
• Support sales by researching prospects and identifying their needs.
• Pre-recorded demo videos help reduce the involvement of SCs at an early stage and avoid making standard demos repeatedly.
• [Look & Feel Demo] only if needed. Be careful with making demos at an early stage. You don´t know anything and maybe show not the stuff the prospect is interested.
• [Qualification Support] only if needed. Support the Sales team with a Qualification call is something you can do, if you lack knowledge of asking the right questions.
• For RFX you should check the RFX document to understand whether we want to participate. You can but you don´t have to use the OSD to summarise the findings