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Pete Kazanjy

Pete Kazanjy

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Author (Founding Sales); founder of Modern Sales; GTM leadership.

Recent Posts

Use Red Flags to Disqualify Weak Sales Opportunities
Social•Feb 20, 2026

Use Red Flags to Disqualify Weak Sales Opportunities

Founders: Opportunity disqualification framework: 🚩 Can't articulate specific pain costs 🚩 Gatekeepers blocking access to decision-makers 🚩 No comparable solution investments 🚩 Absence of compelling events 🚩 Refuses to discuss financial constraints Two or more? Remove from your forecast.

By Pete Kazanjy
Two Red Flags? Shift Leads to Nurture Pipeline
Social•Feb 19, 2026

Two Red Flags? Shift Leads to Nurture Pipeline

Founders: Pipeline qualification red flags: 🚩 Problem impact is 'hard to measure' 🚩 Multiple unnamed stakeholders 🚩 DIY solution currently in place 🚩 No urgency indicators in conversation 🚩 Budget is 'being determined' Two red flags = move them to nurture.

By Pete Kazanjy
Two Red Flags? Move On From That Prospect
Social•Feb 18, 2026

Two Red Flags? Move On From That Prospect

Founders: Prospect disqualification criteria: 🚩 Pain described in general terms only 🚩 Complex approval chain with no champion 🚩 First-time category purchase 🚩 'Someday' implementation timeframe 🚩 'We don't share that information' on budget If you see two flags, focus elsewhere.

By Pete Kazanjy
Two Red Flags Mean It's Not a Real Prospect
Social•Feb 18, 2026

Two Red Flags Mean It's Not a Real Prospect

Founders: Sales discovery qualification checklist: 🚩 Can't quantify problem cost 🚩 Unclear who signs the contract 🚩 No budget history for similar tools 🚩 No compelling event driving action 🚩 Refuses to discuss investment level Two red flags means they're not a real prospect.

By Pete Kazanjy
Spot Red Flags in Discovery Calls, Move On
Social•Feb 18, 2026

Spot Red Flags in Discovery Calls, Move On

Founders: Discovery call warning signs: 🚩 Vague answers about current challenges 🚩 'Need to talk to my boss' responses 🚩 No current spend on similar solutions 🚩 'No rush' timeline signals 🚩 Deflects all pricing questions Seeing 2+ flags? Move on to better opportunities.

By Pete Kazanjy