--- title: The Real Qualifier | The Sales Blog description: Your dream client might spend in a fortune in your segment. They may have the exact set of problems, challenges, and opportunities around which you create a level of value that is literrally unmatched. Your dream client might be leaving a massive amount of money on the table. You may have all the math to […] image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/Screen-Shot-2014-01-05-at-7_27_46-PM.png --- ### [Now booking SKO meetings for 2026/27! 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They may have the exact set of [problems](http://thesalesblog.com/blog/2013/05/02/what-dissatisfaction-means-part-one/), challenges, and [opportunities](http://thesalesblog.com/blog/2013/05/03/what-dissatisfaction-means-part-two/) around which you create a level of value that is literrally unmatched. Your dream client might be leaving a massive amount of money on the table. You may have all the math to prove an unassailable, bullet proof, and guaranteed return on investment the likes of which the world has never known. They may be risking their position in their market. They may be ready to lose their key customers to their rivals. But unless and until they decided to engage in the process of changing what they do, you do not have a [qualified](http://blog.sellingpower.com/gg/2013/12/the-new-lead-qualification.html) opportunity. They might have the budget necessary. You may have a relationship with the person with the authority to bind their organization to a deal. They may have a recognized need. What is missing is engagement in the process of changing. Without this engagement, you aren’t looking at an opportunity; you are looking at [a lead](http://thesalesblog.com/blog/2012/05/02/its-a-lead-not-an-opportunity/). This is why your executive vice president of sales loves the Challenger Model and insight-based selling. This is why you have a top of the [funnel problem](http://thesalesblog.com/blog/2014/01/04/what-the-problems-in-your-sales-funnel-reveal/): your dream clients have a chronic case of latent dissatisfaction. #### Questions Why do opportunities stall? What makes an opportunity qualified? What causes potential opportunities to go to a “no decision?” ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [2014](https://www.thesalesblog.com/blog/tag/2014) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on January 5, 2014 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at [iannarino@gmail.com](mailto:iannarino@gmail.com) [Follow me on my website](https://www.thesalesblog.com/anthony-iannarino) [Follow me on Facebook ](https://www.facebook.com/thesalesblog) [Follow me on LinkedIn ](https://www.linkedin.com/in/iannarino/) [Follow me on Twitter ](http://www.twitter.com/iannarino) [![AISA-square-ad-SKOs-26-27](https://www.thesalesblog.com/hs-fs/hubfs/AISA-square-ad-SKOs-26-27.jpg?width=400&height=400&name=AISA-square-ad-SKOs-26-27.jpg)](https://www.thesalesblog.com/authority) [![ai-cold-calling-video-sidebar-offer-1](https://www.thesalesblog.com/hs-fs/hubfs/ai-cold-calling-video-sidebar-offer-1.jpg?width=318&height=179&name=ai-cold-calling-video-sidebar-offer-1.jpg)](https://www.thesalesblog.com/free-cold-calling-video) ![salescall-planner-ebook-v3-1-cover (1)](https://www.thesalesblog.com/hs-fs/hubfs/salescall-planner-ebook-v3-1-cover%20(1).jpg?width=768&height=994&name=salescall-planner-ebook-v3-1-cover%20(1).jpg) ### Free Sales eBook: Sales Call Planner Planning your sales call improves the likelihood of making a successful call, and it demonstrates to your dream client your professionalism. [![DOWNLOAD EBOOK](https://no-cache.hubspot.com/cta/default/2922376/c9f553be-fbba-4813-9199-95c1603472e7.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/c9f553be-fbba-4813-9199-95c1603472e7) ## Are You Ready To Solve Your Sales Challenges? ![Anthony-Solve-Sales](https://www.thesalesblog.com/hs-fs/hubfs/Anthony-Solve-Sales.png?width=290&height=221&name=Anthony-Solve-Sales.png) Hi, I’m Anthony. I help sales teams make the changes needed to create more opportunities & crush their sales targets. What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2021-09-17T2:12:43 PM", "datePublished" : "2014-01-05 21:00:32", "description" : "Your dream client might spend in a fortune in your segment. They may have the exact set of problems, challenges, and opportunities around which you create a level of value that is literrally unmatched. Your dream client might be leaving a massive amount of money on the table. 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