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Practice
70 questions- Discovery & qualificationHow do you tell during discovery whether a lead has an actual budget or just polite interest?
- Discovery & qualificationYou realize 15 minutes into a call that this prospect isn't a fit. How do you exit the call without burning the relationship?
- Discovery & qualificationWalk me through how you'd map out the buying committee for a large enterprise deal in week one.
- Discovery & qualificationWalk me through how you'd qualify the 'M' in MEDDIC — metrics — for a prospect who doesn't yet have the data they need.
- Discovery & qualificationHow do you tell a prospect they're not a fit when their manager pushed them toward you?
- Discovery & qualificationYou've been working a deal with a champion but realize the actual decision-maker is someone you've never met. What's your move?