Early on you are doing business development, which involves developing product-market fit and figuring out how you sell your product.
Later on you get into straight sales, where you have a playbook that you can give new salespeople that has a proven strategy for selling your offering. At this point you are interested in scaling and optimization, and qualifying customers (knowing if they are real buyers) is really critical.
If you are not a natural born salesperson it is more important to get comfortable with it than it is to carefully qualify people. Later on when you find talking to people is easy but you're frustrated about wasting time, you will reach this point where qualifying people will seem really urgent.
Early on you are doing business development, which involves developing product-market fit and figuring out how you sell your product.
Later on you get into straight sales, where you have a playbook that you can give new salespeople that has a proven strategy for selling your offering. At this point you are interested in scaling and optimization, and qualifying customers (knowing if they are real buyers) is really critical.
If you are not a natural born salesperson it is more important to get comfortable with it than it is to carefully qualify people. Later on when you find talking to people is easy but you're frustrated about wasting time, you will reach this point where qualifying people will seem really urgent.