Interest is not the same as opportunity. Here is the filter that protects your reps from wasted walkthroughs.
A prospect said yes to a conversation. That is a start, not a lead. Before it reaches a salesperson, it should clear a specific set of filters.
Fit
Location, industry, facility type, employee count, estimated square footage and number of locations. These tell you whether the contract is worth servicing at all.
Timing
Existing provider, contract end date, likely cleaning frequency and how soon they intend to review. A perfect-fit facility locked into a two-year contract is a follow-up task, not a live opportunity.
Access
Is the decision-maker reachable and engaged, and how strong is their stated interest? A facility manager who will take a call is worth more than an owner who will not.
Why It Matters
Every unqualified walkthrough costs a rep half a day. Filtering hard at the top of the funnel is the cheapest efficiency gain available to a cleaning contractor.