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Sales Qualification Process

1. The Framework: GPCTBA/C&I​

We use HubSpot's advanced qualification framework, which goes deeper than BANT.

  • Goals
  • Plans
  • Challenges
  • Timeline
  • Budget
  • Authority
  • Consequences (Negative) & Implications (Positive)

2. The Discovery Call Script (The "Diagnosis")​

Goal: Determine if we can help. Not to pitch.

Phase 1: Context (5 mins)​

  • "I've done some research on [Company], but I'd love to hear in your words—what triggered you to book this call now?"

Phase 2: Challenges & Goals (15 mins)​

  • "What is the biggest operational bottleneck stopping you from scaling right now?"
  • "If we were meeting 12 months from now, what would need to happen for you to feel this was a massive success?"
  • GPCT Check: Do they have a clear goal and a realistic plan?

Phase 3: Budget & Authority (10 mins)​

  • "We typically work with companies investing between $X and $Y to solve this. Is that within the range you've set aside?"
  • "Who else besides yourself needs to weigh in on this decision?"

Phase 4: Consequences (5 mins)​

  • "What happens if you don't fix this problem in the next 3 months?" (Establish urgency).

3. Qualification Criteria (Go / No-Go)​

The "Green Light" (Move to Proposal)​

  • Problem is clearly defined and painful.
  • Budget is acknowledged/available.
  • We are talking to a Decision Maker.
  • Timeline is immediate (< 90 days).

The "Red Light" (Disqualify)​

  • Looking for "cheap" or "quick fix" (Violates System 00 Values).
  • Toxic attitude or disrespectful of process.
  • Problem is outside our "Zone of Genius" (Refer out).

4. Post-Call Action​

  1. Update HubSpot: Fill in the "Discovery Summary" property.
  2. Decision:
    • Qualified: "I think we can help. I'd like to build a roadmap (Proposal) for you. Can we review it on Thursday?"
    • Unqualified: "Based on what you've said, I don't think we're the best fit. I recommend you talk to [Referral]."

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