How to Qualify and Disqualify Your Customers for Product Adoption

Step two is basically what I mentioned, account qualification and disqualification criteria. The most important part is what else might tell you that this account is not going to buy from you. What might be a red flag? So just to give you an idea, recent example: It's a software development company. And we just did an analysis of very good prospects, basically prospects that feed qualification criteria, but the deal was lost. One common pattern was that somebody from the buying committee who is coming from ex-Soviet countries,. Usually these people have a strong network of developers in these countries. They ask you to produce the price and then you are going to know where.