Quality over Quantity
Quality over Quantity
carefully curated content on the why, what, and how of sales qualification
Hey friends -
You’ll never regret qualifying out - Andy Whyte (Founder of MEDDIC)
Qualification is the most important thing you can do - Manny Medina (Founder Outreach)
The sale in general, lives and dies in the qualification phase - John Barrows (founder JB Sales)
It’s almost impossible to grow or even hit revenue numbers repeatedly without a voracious sales qualification process - John McMahon ( 5X SaaS CRO and SaaS Guru)
I’ve been thinking and talking a lot about qualification lately.
In sales, it’s about building AND closing pipeline. And to me (and those gurus above - it all starts with qualification.
A qualified pipeline ensures that activity is never mistaken for achievement, and is a sure-fire way to increase closing percentage, revenue targets and organizational impact.
In this week’s edition of Stretch Weekly -
Check out this episode with Andy Whyte to find out just some of the reasons why MEDDIC can help not only the business but SDRs too
John Barrows talks with Richard Harris on the #1 Formula for Qualifying Prospects
Plus carefully curated content on the why, what, and how of quality qualification.
THANKS for reading!!
-Grant
And lastly - as always, if you find this newsletter valuable- subscribe or share it with someone who might as well 👊.
STRETCH SHARES
Using MEDDIC for your SDRs to Qualify Deals
(MEDDIC MEDIA INTRO)
SDRs, we all love them.. they are a vital part of our sales process and the way in which we interact with customers. They’re typically the first point of contact for customers too.
In the same breath, they’re usually the newest to the industry in which they’re working in, and the newest to the product that they’re selling..
So why is it that we task them with this great responsibility of capturing a prospects attention, without setting them up for success with a qualification framework?
Check out this episode with Andy Whyte to find out just some of the reasons why MEDDIC can help not only the business but SDRs too, whether that’s applying some of the methodology to identify and contact Champions, being able to identify pain and introduce metrics in discovery or setting up your SDR for early success as they inevitably prepare to move up the ladder to an AE role.
The #1 Formula for Qualifying Prospects
Dug up this webinar from a year or so ago as John Barrows talks with Richard Harris on the #1 Formula for Qualifying Prospects. John says "The sale in general, lives and dies in the qualification phase". While Richard talks about "qual calls vs. Discovery Calls" and more in this insightful webinar on qualification. Highlights:
Where qualification goes wrong:
Qualify vs. Discover (You vs. Them)
Over-reliance on methodologies
Obvious use of technique
No value for the prospect
Too quick to pitch
What world class qualification looks like:
Time saving
Great questions - genuine curiosity
Establishing credibility - disqualifying
Adding value - get them to think
Finding the impact
STRETCH SNIPPETS
🦸🏻♂️ Ryan Neu says helping people to NOT buy is a superpower. The best BDRs create quantity in. The best AEs qualify out. Play the odds and spend your time with the actual buyers.
🏹 Too many salespeople waste valuable time and resources going after leads that are unlikely to convert - which hampers your teams’ ability to hit quota. To help, check out MixMax’s Ultimate Guide to Sales Qualification: Steps & Questions.
❓22% of sales reps say that qualifying is the most challenging part of the sales process. Fortunately, Zoominfo gives us 12 Sales Qualification Questions to Ask Prospects.
⏳ Force Management says that any great sales process provides consistently enforced qualification criteria. Check out these measures to help your sales team ensure that any sales opportunity warrants your investment of time and resources
✅ Manny Medina says we have to get better at the way that we qualify deals. In the recession, we are going to see an increase of sales conversations that are tire kickers, price comparisons, conversations that go nowhere - and because of this, qualification is THE MOST IMPORTANT thing we can do.
🧠 Mindset
Thanks for reading!
My hope is if you find this valuable, consider sharing it with friends (or signing up if you haven’t already).
— Grant 👋
About stretch vp: confessions, learnings, and insights from sales leaders in SaaS
Compiled and aggregated from a network of sales leaders in SaaS, Stretch VP showcases learnings, insights, and experiences as well as best practices to overcome common hurdles, obstacles, and setbacks in your quest for excellence as a sales leader in SaaS.
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Brilliant, thank you Grant ❤️.