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Qualification frameworks and honest disqualification

For account executives, sales development reps and account managers who already run discovery calls (see 'Discovery questions and qualification'). You'll choose a qualification framework that suits the deal, score opportunities on recorded evidence rather than hope, disqualify in a sensible order, tell a prospect honestly when you're not the right fit, and keep your claims about fit truthful and supported. It uses published sales guidance from HubSpot and US Federal Trade Commission (FTC) truth-in-advertising guidance, so the claims section reflects US federal rules; it is not legal advice. Your company's qualification criteria, CRM stages and claim-review route take priority.

Level
Intermediate
Length
About 76 minutes
Contents
5 lessons · final exam
Status
Published · updated 10 Oct 2026
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Skills you'll practise

  • Choose a qualification framework that fits the deal and write criteria a colleague could apply
  • Score an opportunity against written criteria using recorded evidence, not optimism
  • Identify disqualifying signals in the order company fit, business pain, decision-making power
  • Write a disqualification message that is honest, specific and leaves the door open
  • Rewrite claims about fit or results so they are truthful and supported by evidence

Course outline

  1. 1.Choosing a qualification framework that fits the dealLesson · 14 min
  2. 2.Scoring an opportunity on recorded evidenceLesson · 15 min
  3. 3.Disqualifying in the right orderLesson · 14 min
  4. 4.Writing an honest disqualification messageLesson · 13 min
  5. 5.Keeping claims about fit truthful and supportedLesson · 12 min
  6. 6.Qualification frameworks and honest disqualification: knowledge checkKnowledge check · 14 questions
  7. 7.Qualification frameworks and honest disqualification: practical exerciseKnowledge check · 1 question
  8. 8.Final exam10 questions · passing it completes the course, so people who already know the material can test out

Sources it draws on

The lessons and questions are written from these references, so learners can go back to the original.

See it with your own jobs and topics

Tell us about your team and we'll walk you through setup, from choosing jobs to your first skills check.

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