Discovery vs Qualification; What are they good for?

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4 years ago
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Discovery vs Qualification what is qualification what is deal qualification what is opportunity qualification what is a customer discovery what is a discovery what's the difference between a customer discovery and a qualification should a sales engineer be part of a qualification call should a sales engineer be a part of discovery call qualifying the account manager qualifying the account executive

Discovery vs Qualification. Sometimes these 2 terms are confused with each other. However, in most cases, qualification happens before discovery. In many cases, SEs are pulled in what is supposed to be a discovery, and SEs find out really quickly during the call that it is in fact a qualification call.

Qualification is simple, briefly figure out if the customer has budget, they are not tire kickers, what they are asking to solve is in your preview.

Discovery is a deep dive into understanding the business problem, and tying it to a technical solution that your organization may have.

Here are my thoughts on the matter.

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