Social Selling: How To Qualify Your Sales Prospects

In today’s episode of the Social Selling Show, Daniel and Will discuss how to qualify your sales prospects and stop wasting time talking to the wrong people.  Resources: Daniel’s LinkedIn Will’s LinkedIn Gong.io – revenue intelligence platform Chorus.ai – Conversation intelligence platform  Transcript: Will Barron: This episode of the show is brought to you from the Salesman.org HubSpot studio. Welcome to the Social Selling Show. Myself Will Barron, founder of Salesman.org and the King of Social Selling, Daniel Disney. Daniel, how's it going mate?   Daniel Disney: Will, it is going good. This is the first time we've recorded in a couple of weeks. As you can probably tell, I'm in slightly new surroundings, we moved house. So yeah, settling in well, but certainly a chaotic few weeks.   Will Barron: Good. Well, you sound great, you look great. I'm sure the office/studio space, you've got big plans for it moving forward. We look forward to seeing all that and congratulations on the move. I guess it's probably the most stressful parts of most people's lives over then, perhaps kids and things of that nature. Anything non-family related, I'm sure moving is right up there.   Daniel Disney: That and writing a book Will. Definitely.   What is a Sales Qualification Process? · [00:55]   Will Barron: Okay. With that, we're going to talk about qualifying on this episode of the Social Selling Show, as I say it slowly so I can get my words out properly. Although that was also terrible English, as I said that sentence. We're going to talk about qualifying. So Daniel, we can talk about BANT, MEDIC, there's many different acronyms. Let's just touch on what qualifying the sale actually is, before we then tie it directly to social selling. What is the qualification process?   “Qualifying in its rawest form is just finding the right people to sell to, and not wasting your time trying to sell to the wrong people that don't have the money, aren't interested, don't have the need, et cetera.” – Daniel Disney · [01:18]   Daniel Disney: Qualifying in its rawest form, is just finding the right people to sell to, and not wasting your time trying to sell to the wrong people that don't have the money, aren't interested, don't have the need, et cetera. I have to admit Will, of all the conversations I have with sales leaders over the last couple of months, qualifying is being pretty much top off the list, if not in the top three priorities for sales teams this year. Seems to be a real big focus point. So I'm really excited to dig into it because the whole sales qualification, marketing qualification, and obviously social qualification, I think it's a big grey area and hopefully we can dig into some of the key themes around that.   Daniel’s Thoughts on Why Qualification is Such a Hot Topic in the Current Sales Environment · [02:38]   Will Barron: I'll ask you why that is in second, because that might be an interesting kind of side topic to go down. But just for anyone who is completely unfamiliar, I typically use BANT, the acronym. There's unlimited acronyms. There's MEDIC, and then people stick a P on the end, and have MEDPIC and all kinds of things, but BANT is, do they have budgets or authority? Do they have a need and is there a firm timeline? If you can hit those boxes, you pretty much on track. Different acronyms, different methodologies for different industries and deal sizes, but BANT is pretty well recognised.