When qualifying an opportunity, which two factors should sellers focus on?

In the process of qualifying an opportunity, focusing on both technical pains and business pains is crucial for sellers. Technical pains refer to the specific issues and challenges related to the technology, tools, or processes that the potential customer uses. Understanding these helps sellers identify how their solutions can address specific technical challenges the customer is facing.

On the other hand, business pains encompass broader organizational challenges, such as inefficiencies, revenue loss, or market competitiveness. By understanding these pains, sellers can demonstrate how their offerings can drive value beyond mere technology improvements, aligning with the larger business goals of the client.

Combining insights into both technical and business pains ensures a comprehensive understanding of the customer's needs, allowing sellers to craft tailored solutions that resonate with both the technical and strategic sides of the business. This dual focus strengthens the seller's position as a partner who genuinely understands the customer's challenges, increasing the likelihood of a successful sale.