The qualification disaster

What We Find: How Superior Products Create the Worst Prospect Qualification

Companies with superior products make a fatal assumption: everyone should want what they have. This leads to what we call "qualification disaster" - pursuing every prospect instead of the right prospects, wasting time on price-only buyers while missing ready-to-buy qualified opportunities.

The Pattern We See:

Sales teams with superior products skip qualification steps because they believe their solution is universally needed. They present to anyone who shows interest. They waste time educating price shoppers. They chase large prospects who will never buy while ignoring smaller prospects who are ready to purchase today.

What Most Companies Try:

• Longer discovery calls to "educate" prospects about needs they should have

• Detailed needs assessments that turn into product tutorials

• Qualification frameworks that focus on product fit instead of buying readiness

• Complex scoring systems that measure interest instead of intent

Why This Doesn't Work:

These approaches confuse product fit with buying readiness. They assume that needing your solution equals being ready to buy your solution. Meanwhile, properly qualified competitors close deals faster with less effort.

What We Find Works:

Outgrow's systematic approach includes calling smaller customers who can buy much more and customers who recently received orders to ask what else they need. The "Reverse Did You Know" Question (rDYK) asks what else the customer needs now and soon, uncovering immediate buying opportunities rather than theoretical future needs.

The system helps identify prospects who are not just interested, but ready to act. You receive powerful data and insights about your salespeople's revenue-driving behaviors, allowing you to focus effort on qualified opportunities that close faster.

The Bottom Line: Superior products need superior qualification. Outgrow provides the systematic framework that identifies ready buyers, not just interested prospects.