Qualification is simply the transition from [unqualified] prospect to [qualified] opportunity. In the pipeline/funnel, this means that all the things that are needed for this prospect to want/need/desire our product and services are there.
More specifically, qualification involves an opportunity possessing all of the following:
- Access to the buyer
- The prospect knows, and agrees to, what they are buying from us
- The prospect knows, and agrees to, the approximate cost of the solution or DSO (Discreet Sales Opportunity)
- There is DRM (Date Related Motivation), or what some people call a “pending event”
- [optionally] An identified project or budget line item set aside for the proposed solution
Continue reading “Qualification in Enterprise Software Sales”

I’m someone who has managed thousands of email accounts for users, and I personally have to have all my hundreds of passwords on spreadsheets there are so many-not just for email accounts, but for web sites, servers, routers, etc.
This may be obvious to all you seasoned veterans out there, so skip this one if you are an expert job seeker.