#qualification

Master the sales discovery call using BANT framework. Structure: 1. Build rapport and set agenda (5 min). 2. Budget (what's allocated for this problem?). 3. Authority (who makes the decision?). 4. Need (what's the pain point and impact?). 5. Timeline (when do you need this solved?). Use open-ended questions. Practice active listening. Take detailed notes. Identify red flags early. Qualify or disqualify quickly. End with clear next steps. Aim for 30-45 min calls. Follow up within 24 hours with summary email.

Qualify opportunities with MEDDIC. Metrics: quantifiable business impact ('20% faster processing'). Economic Buyer: identify and engage decision maker who controls budget. Decision Criteria: understand evaluation process, scoring matrix, must-haves. Decision Process: map timeline, stakeholders involved, approval steps. Identify Pain: technical and business pain points, implications if unsolved. Champion: find internal advocate who sells on your behalf. Score each element 0-10. Deals below 40/60 need more qualification. Update after every call. Forecast only MEDDIC-qualified deals. Prevents wasted time on unwinnable deals.