I get a lot of leads and I only want to do demos for qualified people. By qualified, they have to have access to $100k or more in capital.
Before, I was putting them in our sandbox (software), but that opens me up to more questions.
I find spending time on dead end leads takes time from pursuing HVT (high value targets). I know sales and prospecting has a balance, but there's got to be a nice, non-confrontational way to handle this.
You can set requirements, but the real time wasters just b.s. me to get you to do some free consulting, so I would rather not go that route. Also, the last thing I want to do is alienate a potentially good customer w/ these hoops. I am worried that sometimes, in an attempt to avoid bad customers, I will avoid some potentially very good customers ;)
So, my question is this: How can you pre-qualify your leads before spending the time and money to give them a demonstration of the software?