Picking a qualification methodology
There is no qualification method that is better or worse; what determines the success of any given qualification methodology is how it is applied.
For example, using BANT to qualify a CEO in a provocative first-call is doomed for failure. In a similar vein, peppering a client with a series of questions while they are ready to buy is not going to yield the desired result either.
What is missing is a qualification methodology that matches up with the subscription business. In particular:
#1. Does the client have an opportunity that can positively be impacted by the seller?
#2. Can the seller help the client achieve the impact in the timeframe the client needs it?
#3. With reasonable certainty, will the impact for the client result in a profit for the seller?
#4. What?s the growth potential beyond the original impact?
It's clear to see what ties these four questions together: impact. Impact is the standardized qualifier that matches up with the SaaS methodology. Where recurring revenue is the result of recurring impact for the client.
[Link below for full article]
