Disqualification Playbook
Most sales pipelines aren’t full of opportunities.
They’re full of hope.
Deals that sound promising. Prospects who are “interested.” Conversations that drag on for months—only to stall, go dark, or die in procurement.
This micro-playbook is about fixing that problem.
The Disqualification Playbook shows you when—and how—to walk away from deals that aren’t real, so you can protect your time, improve forecast accuracy, and focus on opportunities you can actually win.
This is not a theory book. It’s a practical, field-tested guide designed to be used before a call, after a stalled deal, or during pipeline reviews.
Inside this playbook, you’ll learn how to:
- Identify early warning signs that a deal will never close
- Apply BANT as a disqualification tool, not just a qualification checklist
- Recognize hard red flags vs. yellow flags that accumulate over time
- Ask direct, professional questions that force prospects to self-qualify
- Handle mid-cycle stalls without chasing or hoping
- Exit dead deals cleanly while keeping relationships intact
- Turn disqualified deals into actionable pipeline intelligence
You’ll also get:
- Realistic case studies from common sales scenarios
- Clear scripts for difficult disqualification conversations
- Text-based decision trees you can apply immediately
- A simple framework for documenting why deals fail—and improving future results
Who this book is for:
- SDRs, AEs, and sales leaders working B2B or complex sales
- Anyone tired of bloated pipelines and unreliable forecasts
- Reps who want discipline, clarity, and focus—not more activity
Who this book is not for:
- Salespeople who believe every conversation is a deal
- Teams that prioritize pipeline size over accuracy
- Anyone unwilling to ask uncomfortable questions
This book is intentionally concise. It’s part of a micro-playbook series designed so you can jump directly to the section you need, when you need it—without reading cover to cover.
Disqualification isn’t about saying “no” to prospects.
It’s about saying “yes” to the deals that matter.