In sales, qualifying an opportunity out is just as important as qualifying it in
because investing time in an opportunity that you had no chance of winning
is such a massive waste.
But, can you go too far in your attempts to qualify out an opportunity?
Here’s something that happened earlier today.
I am looking for sales automation & data enrichment tools to increase BDRs’ productivity.
So I contacted a particular vendor that was mentioned in a Slack community.
I read their website content, saw the video and then decided that giving my contact details was worth it.
To their credit, I received a reply the same day asking whether I really wanted to get a demo. They detailed their ICP (minimum number of BDRs) and starting price.
I confirmed both through email only to get a follow-up email that contained the same info as their website and then asking AGAIN whether I wanted the demo.
That is when I decided that I didn’t want to continue the conversation so I asked her to remove me from their CRM and rejected the LinkedIn connection request.
I’m already in touch with two of their competitors now.
While I saw this friction as a novel way to qualify out the time-wasters at the risk of losing out on genuine business opportunities, something felt terribly wrong.
If it’s difficult to get sales on a call, imagine how difficult it would be get hold of their support if you become a customer.
Am I being too harsh?
LinkedIn: link