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[Music] hey everyone welcome to uncomplicate where fresh works robby answer one question every day with one expert today we have Tom Williams who is the CEO of deal point welcome to uncomplicated Tom I mean you guys same here so our today's topic is a pretty interesting one for starters it's regarding sales so as an industry we've always focused on top of the funnel right but you know tom is here to talk about focusing on you know mid part of the funnel where disqualification or rather mutual disqualification as Tom calls it becomes pretty important so what is it Tom and how do we go about it everything yeah thanks again for having me on you know we think that a lot of time gets spent bringing new leads into the funnel and then everybody has the experience of just working a bad deal to death and the problem with that is that either the rep is hearing with happy ears yes this deal is gonna happen no matter what or there aren't enough leads and they're just working something and working something knowing that it's never gonna succeed but the problem is is for every additional week that you spend on the deal that's an additional week that you could be spending prospecting new business so we think it's super super important to have a good process in place any organization of what makes a well qualified person and I think that the biggest mistake that I see is they often have a sales opportunity process and at the top of the one of the opportunity stages is qualified and the big mistake is that you can be qualified today but things change over the course of the sales cycle so just cuz you're qualified on day one it doesn't mean that the prospect is qualified on day ten so it's really really important that at multiple stages throughout the sale you're asking yourself is this person still a qualified prospect for me to be spending my very very valuable time on ok so if I'm getting this right it's just not about qualifying a lead at the start of the funnel but also qualifying it increase the its right but how do you if people think it's like you've been sainted and like once you get sainted by the Pope now I'm a saint but that is not how how prospecting works people you learn more information as the deal goes on and if you have a set of rules across the organization what makes them qualified over time then it's a lot easier for individual reps to let go okay so you know for people who are just beginning with the process of disqualification as you call it what are some signals are you know what are some of the things that they need to look for at all so that you know effective with the disqualification process well traditionally people look at things like how long have they been in the sales cycle this is how long they should be or they will call me back which is a classic like they will call me back but they said they were interested so I'm gonna keep going okay we believe a much stronger set of criteria around the the buyer centric perspective so who is the buyer do you really really know who the buyers are and not just a single buyer but all of the buyers across that buying decision making team second do you know what their initiatives are so what are the the problems that they're trying to solve inside their organization and again to a greater and greater degree and then do you know what they're buying processes so do they have a purchasing department do they have set budgets that they're never allowed to break and you're not gonna know all the things on day one because nobody would tell you who the who signs the checks on day one but that's why over time you need to get build a bigger and bigger picture of these of the buying process the buying team and the buying initiatives if you have all those and they consistently line up then you've got a good deal and if you don't then you know it's one of the one of the really cool things about this qualification is if you can go to a prospect and say I know we spent a month together but we're not right for you that builds up so much credibility in your organization because it shows that you really are thinking about the prospects best interests and I promise they will call you first next time they have a problem in your domain okay I think the biggest takeaway for me was you know holding or you know rather telling your prospect that you know we are not the right partners for you and probably you know making a more qualified leave for the next time they're looking for a solution so yeah so thanks for joining for uncomplicated Tom it was a lot of fun talking to you and this is Praveen signing off thank you very much thanks everybody have a great day