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B2B SMB Qualification Script: A Practical Framework for Effective Discovery Calls
What You’ll Learn Section
Wasted time on poorly qualified leads can drain budgets and morale—especially for SMB sales teams. This white paper gives you a ready-to-use qualification script based on research-backed frameworks like BANT and CHAMP. It’s designed to help agents run more authentic, productive discovery calls that turn prospects into opportunities
- How to open conversations with empathy and earn attention in the first 30 seconds
- A proven 4-step qualification structure that blends BANT and CHAMP for better flow and results
- Coaching techniques that make scripts sound natural, not robotic
- The KPIs that matter most: qualification rate, meeting-set rate, and conversion impact
A strong qualification script isn’t about reading lines—it’s about creating structure for real conversation. Use this framework to help agents qualify faster, listen better, and focus on the prospects who actually convert.
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Putting this system into practice requires consistent drills, coaching, and measurement. Partner with a team that already runs this playbook so you can accelerate adoption, free up manager time, and see measurable improvements in connect and conversion rates.
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We build and train outbound programs across industries—from healthcare to tech. Everything we share here is tested in real campaigns and proven to work.
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