Gut check
Do I need MIQL?
Five questions about your three most important deals. If you can't answer them, you have your answer.
Picture the three sourced opportunities you're counting on this month.
- For each one, can you name the buyer's business outcome that earned the meeting, not the product your rep pitched?
- Did your rep lock a real, agreed next step the buyer committed to, one that survives a no-show check, not a calendar hold?
- Can you point to the insight that made the buyer lean in, the actual reason they took the meeting at all?
- Did your rep put a number on the cost of inaction that the buyer reacted to, in their world, not a generic pitch?
- Was the meeting earned against a goal that leader personally owns, so it holds when their calendar gets tight?
Five honest answers.