Episode 2.4 Qualifying the Opportunity

In this episode of Selling That Solves Problems, Dr. Derek, Marcus Reed, and Maya Patel explain how salespeople determine whether a prospect is a real, ethical, and worthwhile sales opportunity. Students learn how to qualify need, impact, fit, decision roles, timing, budget, decision criteria, red flags, and next steps while using CRM and AI responsibly to organize information and prepare stronger follow-up.