sales-qualification
Framework-driven approach to identifying and pursuing only sales-qualified leads worth your time.
- Focuses on aggressive disqualification and early-stage fit assessment, with the core principle that a clear "no" on the first call is a successful outcome
- Helps you define explicit disqualification criteria, design discovery questions that reveal fit efficiently, and systematize qualification decisions
- Emphasizes that conversion problems usually stem from pursuing wrong leads rather than poor sales execution, and that time spent on bad leads directly reduces time available for good ones
- Includes common qualification mistakes to avoid: pursuing all inbound equally, slow multi-call qualification processes, hope selling, and measuring activity instead of qualified opportunities
Sales Qualification
Help the user qualify sales leads effectively using frameworks from 1 product leader.
How to Help
When the user asks for help with sales qualification:
- Understand current process - Ask how they currently decide which leads to pursue
- Identify disqualification criteria - Help them define what makes a lead NOT worth pursuing
- Design discovery questions - Create questions that efficiently reveal fit
- Build a qualification framework - Help them systematize qualification decisions
Core Principles
Most sales problems are qualification problems
Jen Abel: "It's qualification. Qualification because if you spend your time on the wrong leads, that equates to a zero." If conversion rates are low, the issue is often pursuing leads that were never going to close rather than poor sales execution.
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