sales-qualification

Helps users qualify sales leads more effectively using frameworks drawn from a product leader's insights. It is aimed at situations where 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.

The help flow has four steps: understand the current process by asking how the user decides which leads to pursue, identify disqualification criteria that define what makes a lead not worth pursuing, design discovery questions that efficiently reveal fit, and build a qualification framework to systematize decisions. Core principles frame qualification as the root of most sales problems, treat a clear "no" as a successful outcome, encourage aggressive disqualification, insist that the first call should determine fit, and emphasize that time is the scarcest resource. These principles are supported by quotes attributed to Jen Abel, who describes herself as rigorous about qualification and about ending calls decisively with a yes or no rather than dragging leads through multiple conversations.

To guide users, it supplies concrete questions such as what percentage of pipeline actually closes, the traits of best customers and how fast they can be spotted, which discovery questions reveal qualification, and when a lead was last disqualified on the first call. It also flags common mistakes: pursuing all inbound, slow qualification, hope selling, lacking explicit disqualification criteria, and confusing activity with progress. A deep-dive references file (references/guest-insights.md) holds the full guest insights, and the skill links to related skills including product-led-sales, sales-compensation, and pricing-strategy.