Help centre
What counts as a qualified meeting?
One that meets the criteria agreed with you in week one and written into the brief. Most clients use five: the right company, the right person, a real need in their own words, a reason to talk now, and what they use today. A meeting either meets them or it does not.
The right company.
Inside the market you described - sector, size, geography - and on the board for a reason.
The right person.
The person who owns the problem, the budget or both.
A real need.
They have said in their own words that the problem exists at their company, and the rep writes down how they said it.
A reason to talk now.
A trigger, a timeline or a review date. “Not this year” is a follow-up, not a meeting.
Where they are today.
What they use now, who supplies it, and what would have to be true for them to change.
Budget is the one a buyer is least likely to discuss on a first call, so we only qualify on it if you ask us to. A poor fit tightens the criteria for the next one. More on this in appointment setting.
Last reviewed 9 October 2026. Anything here that has changed, tell us.
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