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A Term describing the criteria used to analyze the qualification status of leads in the sales funnel.
- Budget - Does the lead or prospect have the ability to spend? This includes questions like: What is the budget for this? Do you have a current budget allocated for this? When do you plan to ask for budget?
- Authority - Is the decision maker known? This includes answering questions like: How are purchase decisions like this typically made? Who makes the purchase decision? Who qualifies the solution?
- Need - Is the business problem known? This includes questions like: What challenges do you face? What are the consequences of not solving these challenges? What is driving your interest in our solution?
- Timing - Is the timeframe in which the solution is needed known? This includes answering questions like: If this is a renewal, when is it due? When do start implementation? What is the urgency? When do you plan to make a decision?