A qualified demo is a meeting that passes a written test.
A qualified demo is a sales meeting with a prospect who fits your buyer profile, can decide or reach who does, agreed to a time and actually took part.
How we use it.
We count only meetings that pass four rules, written down before the first send: fits your profile, has authority or access, confirmed a specific time, and showed up or rescheduled once. Miss any one and the meeting does not count toward the 10 to 15 a month we guarantee by the end of the 90-day ramp.
Writing the rules first means a booked meeting is never a debate at month end. The profile in rule one is the one we define with you in Week 0, so the test is as much yours as ours.
Five booked meetings, two qualified (fictional)
A fictional software firm books five meetings in one week.
One prospect runs a company outside the agreed size range: fails rule one. Another is an intern with no line to the buyer: fails rule two.
A third never joins and stops replying: fails rule four.
The last two pass all four rules, one of them after moving the time once. Two qualified demos.
Common mistakes
- Counting a meeting at the moment it is booked rather than after it happens.
- Leaving fit undefined, so any company that takes a call counts.
- Treating one good-faith reschedule as a no-show.
