eam Helping your SDRs apply t t wing and elopmen art 11ov ‘AN’ qualification P Gr managing a sales de Authority and Need are still fairly abstract, fuzzy “Defining ‘Need’ means establishing that terms – especially for inexperienced SDRs. the prospect has a CRM system but does NOT yet use predictive analytics. Ideally, Red Flags In your training, you’ll want to make these they are frustrated by their ability to identify Part of qualification is also looking concepts more specific and granular, building their best opportunities.” for attributes that would disqualify in as many objective measures as possible. an account (for now), such as: You’ll never remove the need for subjective “To us, ‘Authority’ relates to these specific judgment, but you can make sure concepts target personas with the following reporting • Recent purchase of like Authority and Need have some granularity. structures…” a competitive solution For instance: • Lack of critical infrastructure “‘Authority’ can only come from budget holders needed to deploy your solution “We define ‘Need’ as more than one contact at Director level or above. Lower than that • No individual ‘owner’ of in the account agreeing that one of the and they can’t drive our deals through a given problem following five pain points are present in the the organization.” • Imminent platform change target account.” that would stall your deal Make sure these ‘red flags’ (or, more accurately, their absence) are part of your qualification screening, too. This doesn’t mean you should remove those accounts from your Target Account lists, especially if they’re Tier 1 or Tier 2 accounts. It simply means they need more development before passing to sales. 99