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A structured qualification framework that improves conversion rates and shortens sales cycles by focusing on high-value, well-qualified buyers.
It works best for large, long-cycle B2B deals but is less suitable for high-volume client management.

Metrics : Understand prospects’ quantifiable measures of success

Economic Buyer : Identify the financial authority or economic decision-maker

Decision Criteria : Determine evaluation factors and decision-making steps

Decision Process : Map the procedural pathway to purchase approval

Identify Pain : Recognize the critical problems prospects must resolve

Champion : Find internal advocates supporting your solution

• Provides structured lead qualification approach
• Ensures alignment with decision-makers and critical metrics
• Delivers more predictable and consistent sales outcomes

• Can feel rigid and process-intensive
• Requires thorough understanding and team-wide adoption
• May lack flexibility in dynamic or rapidly evolving sales environments