VIBE Lead Qualification Framework

VIBE is a modern qualification framework designed for solution-focused selling. It emphasizes understanding the prospect's vision for success and their ability to execute on that vision.

Unlike problem-focused frameworks, VIBE assumes the prospect already knows they need change. The focus shifts to understanding what success looks like and ensuring they can achieve it.

Vision — What does success look like? Understanding their desired outcome helps align your solution with their goals and creates emotional investment in the purchase.

Influence — Who influences the decision? This goes beyond just the decision maker to include everyone who shapes the final choice—technical evaluators, end users, executives.

Budget — Financial capacity to proceed. With vision established, budget discussions focus on investment in outcomes rather than cost of features.

Execute — Can they actually implement this? Some prospects have vision and budget but lack the resources, time, or organizational readiness to succeed.

VIBE is ideal for: - Transformational purchases - Prospects who already know they need change - Complex implementations requiring commitment - High-touch sales with significant onboarding - Solutions that require organizational change

VIBE may be less suitable when: - Prospects are still discovering their problem - Simple, transactional purchases - No implementation complexity

With VIBE selected, SalesPartner focuses conversations on future state outcomes. It helps prospects articulate their vision while assessing their readiness to achieve it.

The conversation naturally explores: 1. What success looks like in their context 2. Who needs to be involved for this to work 3. Investment expectations aligned to outcomes 4. Their capacity to implement and adopt

Each component scores 0-10, contributing to the lead's overall qualification tier.

Here's how SalesPartner qualifies using VIBE:

SalesPartner: "If this works exactly the way you hope, what does that look like six months from now?"

Prospect: "We'd be responding to every lead within 5 minutes instead of hours. Our close rate would jump significantly."

SalesPartner: "That's a compelling vision. Who else in your organization would need to be on board to make that happen?"

Prospect: "My sales team would need training, and IT would handle the integration."

By focusing on vision first, SalesPartner creates buy-in while gathering qualification signals.