What should count as a qualified sales meeting?
Define the ideal client, the role and the need before outreach starts, and why pay per meeting forces the right definition.
By Seir Villum Klausen · 2026-11-10
Start with the client, not the call
A qualified meeting starts long before the call. Agree the company size, sector, region and the signals that show they need you now. If you cannot write it on one page, your outbound partner cannot hit it.
The right person
A meeting with an intern is not a meeting. Name the roles that sign or strongly influence the decision, and the roles that do not count.
A real need, and they show up
The prospect should have a problem you solve and agree to talk about it. And they have to attend. A booked meeting that never happens is worth nothing.
Why pay per meeting forces clarity
When your partner only gets paid for meetings that happen with the right people, both sides have to agree the definition up front. That conversation alone fixes most bad outbound.
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