Sales is a game of time and energy. Spend it on the right prospects, and you’ll close deals faster...waste it on the wrong ones, and you’ll be stuck in endless follow-ups with no results.
So, the real question is... how do you tell the difference?
This week’s Good Sales Stuff is all about how to spot buyers who actually want to buy and avoid the ones who are just trying to bulk up their calendars.
🚨 3 Signs you’re chasing the wrong leads
Not all leads are created equal... Here’s how to spot the time-wasters before they drain your pipeline:
Red flag no. 1
1️⃣ They’re always ‘Interested’—but never commit If a prospect keeps saying they’re keen but won’t book a next step, introduce you to decision-makers, or engage with your content… they’re just window shopping.
💡 Fix: Ask direct questions like “What’s stopping you from moving forward?” or “Who else needs to be involved to make this happen?”—this helps weed out the serious buyers from the time-wasters.
Red flag no. 2
2️⃣ They ghost you, then magically reappear One week, they’re excited. The next? Radio silence. Then, months later, they pop back up “just to check in.” These leads often lack urgency or real intent.
💡 Fix: Use trumpet insights (like tracking who’s opening your sales materials) to focus on leads who are actually engaged. If they ghost you, move on until they show real interest.
Red flag no. 3
3️⃣ They’re not the decision-maker If you’re stuck speaking with someone who loves your product but has zero power to approve the budget or sign the deal, you’re just collecting fans, blocking out your calendar and not closing any sales.
💡 Fix: Multi-thread early. Ask “Who else in your team should be involved?” and get your champion to introduce you to key decision-makers.
🔥 How to qualify better (Stop wasting time)
Here are three quick shifts to make sure you’re focusing on the right leads:
✅ Use a framework – MEDDIC, BANT, or your own version—just have a system to qualify leads effectively.
✅ Track engagement – If they’re not engaging with your sales materials, they’re just not that into you...
✅ Be brutal with your time – If a lead isn’t progressing, park it. The best salespeople don’t chase—they attract the right buyers.
📩 Steal this follow-up message
Next time you feel like a lead is dragging their feet, try this:
💬 “Hey [Name], I know timing is everything, and I don’t want to keep chasing if this isn’t a priority for you right now. Should I circle back in [X months], or is this something you want to move forward with?”
🚀 It gives them an easy in or an easy out AND creates urgency—win-win.
💡 P.S. Need a way to see who’s actually engaged in your deals? Trumpet gives you real-time insights so you know exactly when to reach out—no more guesswork.
Until next time.
![How to Get Started with Buyer Enablement [With Examples]](https://cdn.prod.website-files.com/65cf4fecbed2754c2236665d/65cf4fecbed2754c22366bdb_65a5af83e742f76e34ce06f3_Customer%2520Onboarding%2520_%2520Everything%2520you%2520need%2520(2).png)
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