How do you define what qualifies as a paid or accepted meeting versus one that doesn't qualify?

Cormac Repman
5 days ago
2 min read

We establish specific criteria upfront and document everything in your contract before we start prospecting. This means you know exactly which meetings we're paid for, what titles and companies qualify, and how seniority levels affect pricing—no surprises at the end of the month.

Persona and Title Alignment

This is the foundation. We work with you to define your ideal customer profile and the specific job titles that matter. If you sell to VP of Sales at companies with 50+ employees, that's what we target. If you also accept Director of Sales but want to pay less for that tier, we build that into the engagement. We don't book meetings with whoever says yes—we book meetings with the people you actually want to talk to.

Seniority Tiers and Pricing

Different titles have different costs. A VP-level meeting might cost $400, while a Director costs $250 and an individual contributor costs $150. Some of our clients adjust these based on company size too—a VP at a 500-person company might have a different value than a VP at a 5,000-person company. We tier the pricing so you only pay for the caliber of conversation you want to have.

What Makes a Meeting "Qualified"

A qualified meeting is one where the attendee matches the agreed-upon criteria on three dimensions: job title, company size or industry, and (if applicable) company stage or geography. The prospect shows up on time, stays for at least 15 minutes, and is in a position to buy or influence the buying decision. We verify these details before we invoice you—if someone showed up but doesn't match the contract specs, you don't pay.

Contract Documentation

Everything goes in writing. Your contract specifies the exact job titles that qualify, the company size range, the industry focus, and the pricing for each tier. It also outlines what disqualifies a meeting: if a prospect books but then sends an intern to listen, that doesn't count. If they show up but immediately say they're not the decision-maker and hand off to someone outside your criteria, that doesn't count. When expectations are crystal clear, everyone wins.

Common Gray Areas We Handle

What if the prospect's title is slightly different from your target? We use job title mapping to ensure close matches count—a "Director of Sales" and "Director of Revenue" both qualify for your "Director" tier. What if the meeting runs only 10 minutes before getting cut short? We set a minimum meeting length in the contract (usually 15 minutes) so you're not billed for drive-by calls.

What if the prospect is a perfect fit but not the final decision-maker? That depends on your business. Some clients only pay for meetings with buying authority; others value early-stage conversations. We codify your preference upfront.

The Result

You know what you're paying for before we start. There's no ambiguity at invoice time, no disputes over whether someone "really" qualified, and no time wasted arguing about what should have been defined months earlier. We align on success criteria, execute against those criteria, and deliver meetings that match them.

Book a call to talk through how we'd define qualified meetings for your business.