Step 2: (One Hour) Qualification/Discovery Call: ‘Is There A Fit?’ This is a call with one or two of the prospect’s point people, the ones that usually check out new vendors. They want see if they like you and what you’re doing enough to spend more time on your company and introduce you to more people involved in their evaluation. You are qualifying or disqualifying them as well – remember, if it’s not a good fit, you should move on!
