The Real Reason You’re Not Closing Enough Sales Deals

Prospect – Identify and Qualify High-Fit Buyers

Most sales problems don’t start at the closing stage; they start at the very top of your pipeline.

If you’re reaching out to the wrong people, the close becomes 10 times harder or impossible.

The first step in the A-Game 8-Step Sales Process is Prospect; identifying, attracting, and qualifying the right buyers.

This article will help you avoid the chaos of chasing low-quality leads and instead focus your energy on the people most likely to say yes.

Why Bad Leads Happen to Good People

You’re doing the work — emailing, calling, sending proposals — but nothing’s landing.
You’re getting ghosted, lowball offers, or worse: “Let me think about it.”

Sound familiar?

Here’s what’s really happening:

– You’re speaking to people who aren’t ready, willing, or able to buy.

– You’re casting too wide a net and hoping something sticks.

– You’re unclear on who your ideal customer really is.

To close better, start better. That means qualifying your leads before investing time and energy.

Three Questions to Qualify Every Lead

Use these three questions as your early filter:

1. Do they need what I offer?

2. Can they afford what I offer?

3. Do they align with how I like to work?

If the answer to any of these is a clear no, let them go — or park them for later.

Time wasted on low-fit leads is energy stolen from high-potential ones.

ICP vs. Buyer Persona: Know the Difference

Let’s clarify two often-confused terms:

ICP (Ideal Customer Profile) = The company or business you’re targeting
Buyer Persona = The individual decision-maker(s) within that company

For example:

– Your ICP might be “B2B tech companies in South Africa with 10–100 employees.”

– Your Buyer Persona could be “Operations Manager Thandi who struggles to streamline her sales processes.”

You need both — a zoomed-out view and a zoomed-in human.

Tip: Focus on High-Value Clients

It’s better to win 10 dream clients than 100 mediocre ones.

Ideal clients:

– Appreciate your value

– Don’t nickel-and-dime

– Refer others

– Stick around

When you focus on fit, you close faster and build a more enjoyable business.

Where to Find the Right Leads

You don’t need to be everywhere. Just be where your best clients hang out.

Common channels include:

– LinkedIn (especially for B2B and professional services)

– Industry-specific Facebook or WhatsApp groups

– Niche forums, podcasts, or newsletters

– Referrals from existing clients or partners

– Networking events or webinars

– Speaking engagements and panels

Pick 2–3 lead channels and go deep instead of shallow.

Clean the Pipeline: When to Let Go

Not everyone who shows interest is a good prospect.

Here’s when to move on:

– They ghost you after two follow-ups

– They keep asking for discounts

– They’re rude or dismissive

– They don’t match your ICP

– Your gut says no

Trust your instincts. You don’t have to chase every coin.

💡 Pro Tip: Track Lead Sources

Keep a simple spreadsheet or CRM log of where your best leads come from.

Double down on the top-performing channels. Cut the rest.

📊 Sales Fact:

According to Salesforce, top-performing sales teams are 2.8x more likely to use AI-powered lead scoring and automation tools.

The A-Game Sales Advantage

Turn Your Sales Chaos Into a Predictable System for Winning Deals, Every Time.

Please share this article with your social media followers. Click the appropriate button to share