Operations
What counts as a qualified meeting, in writing
Most cold calling disputes come down to an undefined word: qualified. Here's the exact definition we use, the disqualifiers we honour, and how it shows up on your invoice.
The five-part definition
A qualified meeting is one where the prospect meets all five of the following at the time of booking: correct title or buying role, company inside the agreed ICP, acknowledged problem in the agreed problem space, a stated openness to evaluating a solution in the next two quarters, and the meeting actually occurs on the calendar.
If any one of those five fails, the meeting isn't billed. If all five pass and the meeting later turns out to be a poor fit for reasons we couldn't have known at booking, it's still billed but logged as a calibration data point we use the next week.
Disqualifiers we honour without dispute
Wrong title at the same company. Wrong company size or revenue band against the agreed ICP. Wrong geography. Already a paying customer. Already in active evaluation with your team. Active legal or procurement freeze. No-show with no reschedule within ten business days.
How disputes get resolved
Each meeting comes with a written brief: title, company, ICP fit notes, the prospect's stated problem in their own words, and the rep's call recording link. Your team reviews within five business days. If a meeting is challenged, we audit together against the five-part definition. Fewer than two percent of our billed meetings get challenged across the book.
People ask us this every week
Do you bill for no-shows?+
Who decides if a meeting is qualified?+
What if the prospect is interesting but not on the ICP?+
How does this compare to MQL or SQL?+
What's the typical opportunity rate from your meetings?+
Want this pressure-tested against your funnel?
Thirty minutes with a partner. We diagnose your ICP, your last ninety days, and tell you in writing whether or not we can help.