A few years into the business, we were struggling to develop effective “Need” discovery with some of our salespeople. A different approach was necessary. As a sales leadership team, we started the brainstorming process. Ultimately, we decided to iterate on our qualifying matrix. We came up with an improved matrix that better summarized the discovery approach our most successful salespeople were taking with potential buyers. We called this qualifying matrix GPCT (Goal, Plan, Challenges, Timeline).
