sales-qualification
Help users qualify sales leads effectively. Use when someone is wasting time on bad leads, struggling with low conversion rates, needs to build a qualification framework, or wants to improve their discovery process.
What this skill does
# 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: 1. **Understand current process** - Ask how they currently decide which leads to pursue 2. **Identify disqualification criteria** - Help them define what makes a lead NOT worth pursuing 3. **Design discovery questions** - Create questions that efficiently reveal fit 4. **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. ### "No" is a successful outcome Jen Abel: "I am a qualification crazy person. I will not get in on another call with someone because on the first call it's either a yes or a no, there's no in between." The goal of early calls is to determine fit, not to convince. A clear "no" saves time that can be spent on better leads. ### Disqualify aggressively The best salespeople are rigorous about disqualification. They'd rather pursue fewer, better-qualified opportunities than spread themselves thin across mediocre leads. ### First call should determine fit If a lead requires multiple calls before you can determine whether they're a fit, your discovery process is too slow. Qualification should happen early and decisively. ### Time is the scarcest resource Every hour spent on a bad lead is an hour not spent on a good one. The math of sales productivity favors aggressive filtering. ## Questions to Help Users - "What percentage of your pipeline actually closes? Is the problem quality or execution?" - "What are the characteristics of your best customers? How quickly can you identify those traits?" - "What questions do you ask in discovery that reveal whether a lead is qualified?" - "When was the last time you disqualified a lead on the first call?" - "What would need to be true for you to walk away from a lead earlier?" ## Common Mistakes to Flag - **Pursuing all inbound** - Treating every lead as equally worthy of time - **Slow qualification** - Taking multiple calls to determine what could be known in one - **Hope selling** - Continuing to pursue leads you know aren't a fit because the pipeline looks thin - **No disqualification criteria** - Not having explicit reasons to say no - **Confusing activity with progress** - Measuring calls made rather than qualified opportunities created ## Deep Dive For all 2 insights from 1 guest, see `references/guest-insights.md` ## Related Skills - product-led-sales - sales-compensation - pricing-strategy
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