"**Filtering in as opposed to filtering out. This is when you try to make the prospect a fit by looking for indications that you should work with them**. Filtering out is when you look for any indication of why they are not a fit, and is a more stringent and effective approach for selecting ideal prospects." ([Location 1059](https://readwise.io/to_kindle?action=open&asin=B07SZQMH7Z&location=1059)) --- **Tags** -- [[quotes]], [[business-development]], [[marketing]], [[sales]] **Source** -- [[202410110432 - B - Fix This Next]]