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 earlyCopy-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?”

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