My industry gets a lot of tire kickers. It's heavily regulated, so most individuals give up before they open. I find prospects we existing business have a higher rate of getting into the biz. We've filtered some of these people by asking if they are a new or existing business and how many employees they have. I know it's petty, but spending too much time w/ companies that do not have money takes away from prospecting successful companies that have the money to pay you.
I guess the point is that I'm trying to qualify who I should do a 1-hour demo with and who I should send the brochure to. I guess I'm looking for feedback, more than anything.