Charles Muhlbauer (speaking in a Kevin "KD" Dorsey video) explains that the goal of discovery/qualification is to determine whether there is a reason to continue the conversation. He uses an interview analogy—asking about past deals, average deal size, team size, and daily responsibilities—to show how qualification questions assess fit and create reasons to talk further.
When you're interviewing for a job, let's say I'm interviewing to work for you, Kevin. And you say, Charles, when you were at XYZ Company or when you were at CB Insights or what have you, what kind of deals did you sell? What was the average deal size? How many team? How many people were on your team? What was your day like? Those are qualification type questions. You want to know a little bit about what I do and what that looks like and whether or not I'm even fit to talk more. Right. That's what selling is all about. Just Is there a reason to talk more? Is there a reason to talk more? Is there a reason to talk more? That's qualification questions and an interview.
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