How to Qualify Leads That Don't Have the Problem You Solve

Don't spend your precious resources and your limited number of sales reps on potential on leads that don't have the problem you solve. Number two is the marketing messaging, right? So there's a lot of campaigns you could create. Create the campaigns around the problems and the job that you solve. And then that can help you move faster towards conversion because you're always positioning it set. That starts with going back to our ICP discussion, actually making sure you identify which company should be in your pipeline in the first place.