How do you decide whether an opportunity is worth your time? Which qualification framework do you use?
What the interviewer wants to hear
- Uses a framework such as MEDDICC or BANT
- Checks pain, metrics and business impact
- Identifies economic buyer and champion
- Understands decision criteria and process, paper process
- Disqualifies early when fit is poor
Model answer
I mostly use MEDDICC because it fits complex B2B deals. I check the Metrics, meaning the measurable business outcome they want, and the Identified Pain behind it. I find out who the Economic Buyer is and whether I can reach them. I learn their Decision Criteria and Decision Process, and the Paper Process, such as legal and procurement steps. I look for a Champion who has influence and wants us to win, and I map the Competition. For smaller deals a quick BANT check is often enough. The most important part is being willing to disqualify early. If there is no real pain, no budget owner and no timeline, I politely move on or nurture them, so my time goes to deals that can actually close.
Can you answer it under time pressure?
Take a timed medium round and get scored on every answer.
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