The Importance of Qualification Criteria and Discipline in Sales Deals

Though we have many tools and strategies to help us qualify deals, sometimes the simple questions are enough to steer us in the right direction. Today, John Kaplan covers three key questions to ask yourself in every deal. They are:

• “Do we belong in the deal?”
• “What are our strong and weak points in the deal?”
• “What are the necessary steps to move the deal forward more efficiently?”

Here are some additional resources:

• Get MEDDICC Certified on Ascender!
• Watch: MEDDICC Maturity Model
• Prospecting Certification | Ascender Course Series
• Key Questions to Ask in Your Sales Discovery Conversations | Ascender Article
• The Sales Conversations You Need for Great Qualification | Ascender Article
• Ascender’s Best Content on Decision Criteria | Ascender Article
• Using MEDDICC When Your Company Doesn’t | Ascender Video
• Asking the Tough Questions in the Sales Process | Ascender Video
• Building Your Pipeline | Ascender Video
• Building a Rhythm Around Pipeline Generation | Podcast

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