Secondly, if I can only sell my product to government agencies that are US only, then my second pre-qual factor is: must be US government agency; foreign government agencies would don’t qualify;
Thirdly, let say that my product cost $1 million. Then my third pre-qual factor is that the prospect must have the capacity and ability to pay that sum of money. If you have potential prospects who only have a budget of $100,000 and have no means of getting more funds, they would not met this third factor.
This list could go on and on. The point is that in order to make the best use of your prospecting time, you have to know what the top few factors are so that once you have identified a target, have engaged that target in a conversation, you can quickly determine if that target meets or does not meet your pre-qual factors. If they don’t, don’t waste too much time further engaging them in a conversation