About Course
Sales Enablement · Module 6 · Self-paced (~1 hour) · 10-question quiz (80% to pass).
Learning objectives
Explain why discovery precedes pitching, use BANT and MEDDIC to qualify, ask high-value questions, spot red flags, and close with clear next steps.
1. Why discovery first?
The fastest way to lose a GRC deal is to pitch features before you understand the buyer. Discovery uncovers the compelling event, the real pain, who decides, and whether budget and timeline exist — and makes the demo almost sell itself because you show only what matters to them.
2. Two qualification frameworks
BANT — Budget (is there money/a path to it?), Authority (are we with the decision-maker?), Need (real, pressing problem?), Timeline (a date that forces a decision?).
MEDDIC (for larger deals) — Metrics (quantified outcome), Economic buyer (controls budget), Decision criteria (how they choose), Decision process (approval steps — key for tenders), Identify pain (and cost of inaction), Champion (internal advocate).
3. High-value discovery questions
- Maturity: “How do you manage compliance today? How many frameworks are you accountable for?”
- Pain: “What happened at your last audit? Where does the team lose the most time? What’s the cost if nothing changes?”
- Compelling event: “Is there an upcoming audit, new regulation or board requirement driving this now?”
- Stakeholders: “Who else evaluates and approves this?”
- Budget/Timeline: “Is budget allocated this year? When do you want this live, and what’s driving that date?”
4. Red flags
No budget and no path to it · no compelling event/urgency · wrong stakeholder (interest without authority or a champion) · no defined decision process. Qualify these out or nurture — don’t sink demo time into them.
5. Closing the call
End with a mutual next step: recap the pain in their words, confirm metrics/timeline, and agree a specific action (e.g. a tailored demo with the audit lead). “Send me some info” usually means not-qualified.
6. Assessment
Complete the 10-question Knowledge Check (80% to pass) below.
Course Content
Module 6 – Discovery and Qualification
Knowledge Check – Discovery and Qualification
