Our host Ben Wiggins sits down with Kenan Rappuchi, founder and Chief Growth Officer of Sellerant, as he breaks down the critical art of lead qualification in this tactical episode of Revenue Recipe. Kenan shares his battle-tested framework for distinguishing between genuine prospects and time-wasters, revealing the key indicators that separate decision makers from information gatherers.

Learn Kenan's three-pillar qualification system: identifying legitimate buying opportunities, confirming you're speaking with the right people, and ensuring alignment between their needs and your solution. He exposes the subtle but crucial differences in how decision makers communicate—focusing on value and outcomes rather than just features and pricing—and provides specific questioning techniques to quickly identify who holds real purchasing power.

Whether you're a startup founder navigating your first sales conversations or a small business leader looking to qualify leads more efficiently, this episode delivers the tactical insights and questioning frameworks you need to stop wasting time on unqualified prospects and start focusing on deals that actually close.

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Host: Ben Wiggins

Guest(s): Kenan Rappuchi, Founder & CEO of Sellerant

Time Stamps:

(00:00 - 1:25) Intro

(1:26 - 2:29) Kenan's path

(2:30 - 4:52) Definition of “qualifying”

(4:53 - 6:44) Solidifying who the decision maker is

(6:45 - 9:17) Difference between a lead and a deal

(9:18 - 10:00) Weekly tactic technique

(10:01 - 10:26) Outro