your position on the canvas · red → green
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How to score and disqualify opportunities so you only spend time on the ones most likely to close.
”Master this box and you stop chasing every lead — and close faster on the few that fit.
Work top to bottom:Start→Do the work→You’re ready
START HERE
Your pipeline is full — and nothing is closing.
Your calendar is packed, every lead feels like “the one,” so you chase them all. That’s not a pipeline problem, it’s a discipline problem: every hour spent on a bad-fit prospect is an hour not spent on a great-fit one.
→ Are you asking “can I sell to them?” when you should ask “should I?”
DO THE WORK
Flip the funnel — disqualify instead of qualify.
Score fit in the first 10 minutes, then protect your calendar for the highest scores. Stop asking “can I sell to them?” and start asking “should I?”
The 2-Point Rule: if your best active prospect scores an 8, stop adding prospects who score 6 or below — unless you need the volume. Track how fast high-scoring leads close versus low-scoring ones; the data tells you when to raise the bar.
“Saying no to bad fits speeds you up. The narrower your pipeline, the fatter your wallet.”
YOU’RE READY
You can score a prospect out of 10 — and walk away from low scores.
When you disqualify early and protect your calendar for great fits, you’ve mastered Disqualifying. Move on to Emotional Favourite.
THE THREE BIGGEST MISTAKES
SKIP
You don’t disqualify at all — every lead is “the one” — so you get long cycles and low close rates.
SHORTCUT
You keep pursuing prospects who score well below your current best active — instead of enforcing the 2-point cutoff — so mediocre fits eat time that should go to your best ones.
STUMBLE
You never compare how fast your high scorers close versus your low scorers — so your threshold stays exactly where you set it on day one, even as the data is telling you it should move.