Discovery & Qualification
Bad discovery shows up two calls later as 'they ghosted.' Good discovery makes the demo, the proposal, and the close almost write themselves. These articles cover the question sequences (SPIN implication, MEDDIC pain, the indirect economic-buyer surface) and the disqualify criteria that protect your pipeline from time-wasting deals.
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Frequently asked questions
What's the single most important discovery question?
'What does success look like 90 days after this is live?' It forces the buyer to translate vague goals into a concrete outcome — which becomes your closing checklist.
How do I know if I qualified well?
Three tests: you can name the Economic Buyer, the buyer can articulate the cost of doing nothing, and you have a written next step within 24 hours. Miss any one and discovery isn't done.
Should I use BANT, SPIN, or MEDDIC?
All three, for different jobs. BANT is for early triage. SPIN is the conversation engine. MEDDIC is the deal-management layer for complex enterprise work. Top reps borrow from each.