alecabral

Director - Digital Sales Transformation

Valued Contributor

What's THE most common qualification mistake you've done?

Let's get real for a minute: we all screw up sometimes by simply not qualifying a deal properly. That's why they call it pipeline I guess lol, but anyway, I asked myself what's the #1 mistake I've committed when qualifying, and in my case it has to be not fully mapping out the DMU in mid sized accounts.

So, what about you?

Ps: I used the search bar and found a bunch of posts around qualification but after reading a few I couldn't find one where the question is "where do you suck at it", so here we are.

What's THE most common qualification mistake you've done?

Attached poll

Talking to the wrong person Not asking about budget Not confirming product fit Not following-up Never asked about the time-frame Never even cared about current or potential need Other (add!)

*Voting in this poll no longer yields commission.

🔎 Prospecting

☑️ Qualification Calls

14

21 comment

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poweredbycaffeine

WR Lieutenant

3

☕️

Failing to develop deep pain points, instead of sticking to surface-level annoyances. Go down the funnel because your happy ears are going to be the death of your pipeline.

alecabral

Arsonist

0

Director - Digital Sales Transformation

why would you say that is?

poweredbycaffeine

WR Lieutenant

3

☕️

If you are selling a product that will cause great pain when it comes to switching products or great pain to the company's wallet, then you need to have a deep tie into the pain point you are solving. If you are simply making things "easy" or providing something "nice to have" then you are going to get kicked in the pants when you get to procurement. Make it feel as if you are the only way they get past their pain.

sales4lyf

Politicker

2

Business Development Manager

When I first started I think it would have definitely been talking to the wrong person, it's so easy to get excited if someone shows a bit of interest so you go off on your pitch then they hit you with 'sounds great, I need to check with my manager / director / vp etc' and you're just like ahhhhh

alecabral

Arsonist

0

Director - Digital Sales Transformation

Burns, doesn't it. I hated to hear "let me pass it on to my boss"...

funcoupons

WR Officer

2

👑

I've been burned by talking to the wrong person the most, especially as a newbie. Prospects will lie to you and talk themselves up - you must do some digging and "test" them to make sure you're speaking to the real DM or champion lest you waste a bunch of your own time...

alecabral

Arsonist

0

Director - Digital Sales Transformation

Yep, same here. Took me a while to figure out how to actually figure out who I needed to talk to...and every now and then I still mess it up!

Annonny

Big Shot

2

Account Executive

I feel like talking and meeting with the wrong person..as a BDR making outbound calls, sometimes it is hard to know especially when they say they are the owner, or manager, ect..then in the initial they slip up saying they gotta talk to their boss...

alecabral

Arsonist

1

Director - Digital Sales Transformation

yeah and I bet those metrics pushing you down don't help. As a BDR I was asked to get meetings, and measured on my efficiency doing that. Then sales people would claim I had wasted their time because I hadn't found THE decision maker...

Annonny

Big Shot

0

Account Executive

Correct it def sucks

alecabral

Arsonist

1

Director - Digital Sales Transformation

hang in there, it does get better!

Annonny

Big Shot

0

Account Executive

Thanks

UrAssIsSaaS

Arsonist

2

SaaS Eater

As a newer sales person its talking to the wrong person left and right. You get happy ears all over the place and will pitch anyone.

For more seasoned AE's I think they get caught up defining really clear needs and use cases. Often my more tenured AE's grab a couple surface needs but dont ID the business implications well enough which slows down and kills deals.

alecabral

Arsonist

1

Director - Digital Sales Transformation

Great input, I couldn't agree more!

cw95

Politicker

1

Sales Development Lead

My main one isn't one from the above options but more so 'Is what we offer something that yourself and colleagues have been looking into' the need I guess. As you know, people will look into any demo whether or not they are bored or intrigued. Getting the YES answer of interest is worth more than any other qual. Sometimes.

Blackwargreymon

Politicker

1

MDR

Talking to the wrong person

Clashingsoulsspell

Politicker

1

ISR

I've been burned by talking to the wrong person the most, especially as a newbie.

Makarium

Politicker

0

Sdr

Definitively, talking to the wrong person, when I started in this business, I pitched the gk, as a result, them telling me that they are not interested.

MR.StretchISR

Politicker

0

ISR

Failing to develop deep pain points, instead of sticking to surface-level annoyances. Go down the funnel because your happy ears are going to be the death of your pipeline.

Mr.Floaty

Politicker

0

BDR

Austin and Nashville!

Cyberjarre

Politicker

0

BDR

Austin and Nashville!

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