Which activity is critical to your pipeline and forecasts?

Qualification HAS to be at the top of the list.

Spending time on incorrectly qualified prospects is an opportunity cost.

Spending time on incorrectly qualified prospects is inefficient because they often are unlikely to close.

Poorly qualified opportunities are going to screw up forecasts and weaken pipeline, correct?

So using a rigorous, tried-and-tested qualification framework like MEDDIC or MEDDPICC is going to help you to:

 

Inject rigour and clarity into your qualificaction

Increase volume, value and velocity 

Close bigger and better deals more often

 

That’s what today is all about

Check out the episode now!