In this episode of the TSE podcast, Lawrence, co-founder of Practice Lab, joins the show to discuss the importance of qualification in sales. He shares insights on determining the right people to bring into your sales pipeline and provides valuable tips on effective qualification techniques.

Lawrence emphasizes the need for curiosity, asking impactful questions, and understanding potential customer's pain points. He explains the concept of "bucketing" prospects based on their awareness and urgency of the problem they must solve.