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 early

Copy-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?”