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Qualification

4 pieces on qualification, newest first.

4 so far
Two women smiling in conversation across a white table, each with an open notebook and pen, in front of a large office window
Qualification

How to Find the Real Decision Maker

How to work out who actually signs off a purchase, the questions that get you there without insulting your contact, and what to do when you are blocked.
Qualification

How to Spot a Deal That's Never Going to Close

The signals that a deal is dead long before it gets marked lost, how to test a stalling opportunity, and why clearing them out fixes your forecast.
Qualification

MEDDIC Explained for Small Sales Teams

What each letter of MEDDIC means in practice, which parts earn their keep for a small UK sales team, and which parts become box-ticking you should drop.
Qualification

Sales Qualification Frameworks Compared: BANT, MEDDIC and More

An honest comparison of BANT, MEDDIC, CHAMP, GPCTBA and SPICED, what each one is actually for, and how to pick one without turning it into box-ticking.