To answer this, I like to ask the following question: did that lead eventually purchase our product or a product likes ours? Because if not, was it ever a truly qualified lead to begin with?
As you can see, the problem here is hindsight. We don’t have it. We can’t know if the prospect has purchased our product or a product like ours until they do or don’t. And that’s a problem.
In any case, let’s suppose that one defining trait of a qualified lead is the intent to purchase our product or a product like ours. That is probably #1 on my list (because without the intent to purchase, they become casual product-demo interlopers).
But what happens if they are a prototypical organization that fits our criteria for organizations who have purchased in the past, displayed initial intent to purchase, and yet they make no decision on the purchase. They ghost you.
Unfortunately, this is not that uncommon especially in the mid-market where resources, FTEs, and attention spans for purchasing products are always in short supply.
So was it ever a qualified lead to begin with?
first time founder 