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?”
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 disqualify on company-level criteria instead of the person, screening for the wrong things.
STUMBLE
You lower the bar when the pipeline feels thin, and bad-fit meetings crowd out the next 8 or 9.
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.