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How To Qualify Like A Boss
Know Your Sources
Know the source of the lead and what
specifically they expressed interest in.
(hint: it is way more narr...
Right Profile?
Does this prospect fit the profile of companies
you are targeting?
Right size? Revenue?
Is this the ideal c...
Interest vs. Intent
Is this interest or intent?
(poking around at info vs. attending a demo or
meeting or looking at prici...
What’s The Problem
Specifically, what is the problem they are trying
to solve. How do they know it’s a problem?
Where are ...
What Are They Using Currently?
Is there a competitive solution in place right
now?
● What is going well?
● What is not goi...
Budget
Has a budget been set aside to solve this
problem?
● What is it?
If not, what is the process to get this budget-
ap...
Decisions
What is the decision making process?
Who are the influencers (part of the
conversation)?
Who is the decision mak...
Time
What is the timeline?
Is there a deadline?
Roadblocks
Are their any potential roadblocks that
could come up (budgetary, political, etc.)?
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How to qualify like a boss

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How to qualify like a boss

  1. 1. How To Qualify Like A Boss
  2. 2. Know Your Sources Know the source of the lead and what specifically they expressed interest in. (hint: it is way more narrow than it is broad)
  3. 3. Right Profile? Does this prospect fit the profile of companies you are targeting? Right size? Revenue? Is this the ideal customer?
  4. 4. Interest vs. Intent Is this interest or intent? (poking around at info vs. attending a demo or meeting or looking at pricing page)
  5. 5. What’s The Problem Specifically, what is the problem they are trying to solve. How do they know it’s a problem? Where are they feeling pain? What is it costing them not to solve this? How are they measuring the current impact?
  6. 6. What Are They Using Currently? Is there a competitive solution in place right now? ● What is going well? ● What is not going well? What is the primary goal of the solution? (Does that align with what you were told the #1 problem is?)
  7. 7. Budget Has a budget been set aside to solve this problem? ● What is it? If not, what is the process to get this budget- approved?
  8. 8. Decisions What is the decision making process? Who are the influencers (part of the conversation)? Who is the decision maker(s)? Does anyone have veto power (CFO, etc.)?
  9. 9. Time What is the timeline? Is there a deadline?
  10. 10. Roadblocks Are their any potential roadblocks that could come up (budgetary, political, etc.)?

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