Pre-Qualification Call
Most organizations that have segmented outbound pre-sale roles will have some form of SDR pre-qualification build into the sales process. This means that the AEs can simply focus on running meetings and closing deals. A lot of tech sales orgs still have full cycle roles for their AEs which means that the EAE themselves will have to run a pre-qualification meeting to see if it is appropriate to have a discovery call with the client. The main questions that the EAE will as on the pre-qual call are the following:
BUSINESS AS USUAL?
GROWTH MODE?
HOW TRACKING SUCCESS? (BUSINESS KPI)
WHAT MARKETING KPI DRIVES THAT SUCCESS METRIC?
OPEN TO EVALUATING A SOLUTION TO DRIVE THAT MARKETING KPI?
If the answers to these initial questions are yes, it is then appropriate to schedule a proper discovery call and run the enterprise sales process in full. If not, you may need to table the conversation until the time condition or budget condition is no longer a condition of the business.
The pre-qualification or intro call ensures that we check the boxes of DM, timeline, need, budget, and ultimately openness to evaluate a solution. This is typically performed by an SDR or by an AE that has full cycle responsibilities.
Michael Herlache MBA
Michael Herlache MBA is a Midmarket Account Executive at a leading publicly traded AdTech company. He lives in his home in Scottsdale, Arizona with his wife, Svitlana. Michael has an MBA in Finance from Texas A&M University and has a background in financial sales and more recently, technology sales.
Michael has closed over $1M in revenue in the local, franchise, and franchise full service (clearinghouse) role. From the local org, Michael was promoted to the multi-location org into the role of a midmarket AE. In his first two quarters in the midmarket role he was 75% and the 120% of quota even during the COVID pandemic and is pacing for 105% of quota in Q4. He has gone through month long MM/Enterprise training in the multi-location org designed to teach the Enterprise sales process & product.
Michael has completed Enterprise Sales School with Pavilion as taught by the software sales leader in the field, Ian Koniak.
Follow me
