Stop chasing “ghosts.” Start qualifying like a pro.In this fast, practical episode of the Sales Unfiltered Fastcast, Stacey and Or break down why reps pursue unqualified leads and exactly how to fix it.
You’ll learn:
- The 3 traps: optimism bias, busy work, commitment bias
- How to use your ICP to filter fast
- Qualifying the company vs. the buyer - you need both
- Proving real pain - not “nice to have”
- Budget & stakes: aligning value, not just price
- Compelling events that drive urgency - and how to test them
- Polite, confident ways to disqualify early
Copy-and-use checklist - 5 questions:
- Company fit ICP match?
- Power: is the buyer a true mobilizer?
- Pain: clear business problem + impact?
- Priority: compelling event and timeline?
- Budget alignment: value vs cost, path to funds?
Qualifying prompts to try:
- “What happens if this waits a quarter?”
- “Who else would veto this and why?”
- “What metric moves if we solve this?”
- “What’s been tried already and what changed?”
- “How will you justify this internally?”
