You are not obligated to follow up with someone just because they replied once. Qualification is not a courtesy—it’s your filter.
— Saurabh Chauhan
Salespeople waste more deals chasing wrong-fit prospects than they lose to competition.
We’ve all been there:
The lead looks shiny. The company is big. The conversation seems warm.
But three weeks later, you’re still following up, still hoping, still chasing.
Here’s the truth:
“Not every buyer deserves your time. Qualify hard. Disqualify fast.”
— Ken Krogue, InsideSales.com
✅ What is Qualification, Really?
It’s not a checklist. It’s a mindset.
You’re not trying to convince. You’re trying to understand:
- Is there a real problem you can solve?
- Is there real urgency to solve it?
- Are you speaking to someone with real influence or budget?
❌ Why Chasing Kills Sales Performance
- You train the prospect to see you as desperate.
- You lose focus on better-fit opportunities.
- You drain energy and build false pipeline confidence.
“Chasing is emotional. Qualification is strategic.”
— Anthony Iannarino, Eat Their Lunch
🎯 Qualification in Action (The Saurabh Way)
Before I invest hours into discovery, demos, or proposals, I ask:
- “What happens if we don’t solve this in the next 30 days?”
- “What’s your typical budget range for solving this kind of problem?”
- “Who else will be involved in deciding whether to move forward?”
If answers are vague, non-committal, or overly future-oriented, I lean out.
If I hear urgency, clarity, or a request for the next step—I lean in.
🛠️ Qualification ≠ Interrogation
Your tone matters. It’s not about grilling the prospect.
It’s about helping them realize for themselves whether this is the right time, right solution, and right fit.
As Neil Rackham points out in SPIN Selling, “The best salespeople uncover implicit needs before the customer even recognizes them.”
Ask questions like, “What is the single biggest challenge you’re facing today?”
Use open-ended questions.
Mix SPIN and BANT.
But most of all—watch their intent. Intention is almost immediately visible. no matter how matter anyone hides them.
🧘♂️ Don’t Be Afraid to Walk Away
If they can’t commit to the next step, you can’t commit time.
Say:
“Let’s reconnect once this becomes a priority on your side. I want to respect your time and mine.”
It positions you as credible, not clingy.
🧠 Final Thought:
Don’t chase deals. Chase clarity.
Your pipeline should feel like a priority list, not a hope list.
“Chasing is what amateurs do when they don’t believe they can qualify like professionals.”
— Saurabh Chauhan
