---
title: "News from the field: Qualify, qualify, qualify"
description: Watch Adele McLean's video as she discusses the importance of qualifying opportunities thoroughly and building a value story early in the sales process
image: https://blog.holdenadvisors.com/hubfs/qualify%20qualify%20qualify%20v2.jpg
---
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# Holden Advisors Blog
# News from the field: Qualify, qualify, qualify
Posted by [Adele Mclean](https://blog.holdenadvisors.com/author/adele-mclean) on May 19, 2021 11:21:26 AM
.jpg)
Find me on:
[LinkedIn](https://www.linkedin.com/in/adele-mclean-53aba1/)
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Are your sales teams spending enough time qualifying their opportunities and defining the right solutions for their customers? Here's how to know if they are on the right track.
3 critical actions should happen before your sales team proposes any solution to a customer:
1. Uncover and define the value of your products and/or services from the customer's perspective
2. Test the chosen solution or offering with the decision-maker to ensure there is alignment
3. Proactively address the price conversation and build support for your solution within the buying center before submitting a formal offer
Watch this brief video as Adele McLean discusses these insights and more from recent Virtual Backbone workshops.
Topics: [Negotiating with Backbone](https://blog.holdenadvisors.com/tag/negotiating-with-backbone)
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