Course Outline

Module 1: The Role of Qualification in Sales Success

• Why qualification is critical to pipeline efficiency

• Common mistakes in opportunity assessment

• Case Study: Missed opportunities due to poor qualification

Module 2: Deep Dive into BANT Framework

• Understanding each element of BANT

• Using BANT in discovery calls

• Group Exercise: Qualify a lead using BANT

Module 3: Advanced MEDDIC Framework

• Breaking down MEDDIC components

• Identifying champions within accounts

• Real-Life Project: Apply MEDDIC to a complex B2B opportunity

Module 4: Combining BANT, MEDDIC & Other Frameworks

• When to use each framework

• Hybrid qualification approaches

• Simulation: Re-qualifying a deal using multiple frameworks

Module 5: Qualification in Complex Sales Cycles

• Multi-stakeholder environments

• Handling long decision processes

• Capstone Project: Build a qualification checklist for your industry

Module 6: Discovery Call Best Practices

• Asking high-impact questions

• Active listening and need probing

• Role Play: Conducting a discovery call using MEDDIC

Module 7: Tools & Technology for Qualification

• CRM systems and qualification automation

• AI-powered lead scoring

• Group Exercise: Designing a qualification workflow in CRM

Module 8: Forecasting with Qualified Deals

• Pipeline hygiene and accuracy

• Linking qualification to forecast predictability

• Exercise: Adjusting forecasts with improved qualification

Module 9: Qualification for Enterprise Accounts

• Handling large-scale decision-making units

• Evaluating political landscapes within organizations

• Case Study: Enterprise software deal qualification

Module 10: Capstone Project

• Build and present a qualification playbook tailored to participant’s industry