How do you qualify and book meetings - what criteria are you using?

Cormac Repman
19 hours ago
3 min read

We qualify meetings using a detailed specification sheet that's customized for your business, and our reps work directly from this sheet during every call. They check prospects against your criteria before booking anything on your calendar. Only when a prospect ticks all the boxes do we secure the meeting slot.

What's in Your Qualification Spec Sheet

Your spec sheet is the blueprint for who we're talking to. It covers the essentials: company size (usually defined by revenue or headcount), job titles we're targeting, industry vertical, and geography. We also include any deal-breakers or must-haves specific to your business. For a B2B SaaS company selling to mid-market retail, that might look like: $10M to $500M in annual revenue, VP of Operations or Director of Store Operations title, US-based, and they must be actively looking to expand store footprint. If there are competitors you don't want us chasing, we add those to the exclusion list too.

How We Build Your Criteria Together

Before we start dialing, we sit down with you to nail down who your ideal customer actually looks like. We pull from your best customers, your sales team's input, and what you know about market dynamics. This isn't theoretical work. If your average deal closes in 60 days with accounts that have 500+ employees, we're hunting for companies at that scale. We also learn what doesn't work. Maybe you've found that startups rarely convert, or that certain industries tie up your team in long sales cycles. We build the spec around your real data, not assumptions.

During the Call: How Qualification Happens

Our reps follow your spec sheet like a checklist, but it feels natural on the call. They're asking discovery questions to verify each criterion. Does the prospect have budget allocated? Do they own the decision or do they need approval? Are they dealing with the exact problem your product solves? If the answers align with your spec sheet, we move forward with booking. If not, we politely pass and move to the next call. No partial qualifications. No "close enough."

Why Specificity Moves the Needle

We've found that vague qualification criteria lead to a lot of wasted meetings. If your spec just says "marketing leaders," you'll get calls with heads of demand generation, content marketers, and marketing ops folks. Some might be the right fit, some won't. The more specific you are about titles, company size, and the actual problems you solve, the higher your booking-to-close rate climbs. We've seen clients increase their qualified-to-close rate by 30 to 40 percent just by tightening their qualification criteria in the first month.

You're Only Paying for What Qualifies

We track every meeting against your criteria. If we book a call and the prospect doesn't actually fit your spec sheet, we know about it. This keeps us honest and accountable. You're not paying for meetings that don't qualify. You're paying for meetings where the person on the line matches exactly what you told us you're looking for. That's the whole point of pay-per-qualified-meeting.

Real Conversations, Real Qualification

Your spec sheet doesn't turn our reps into robots. They're trained to sound like humans and have real conversations. They're asking follow-up questions, listening, and building rapport. The qualification check happens naturally during the call, not as an interrogation. If someone genuinely fits and shows real interest, they get booked. If they're not a fit, we handle it professionally and keep dialing.

Ready to define your ideal customer and start getting qualified meetings on your calendar? Book a call with us.