As a salesperson, it can be frustrating to realise that the person you’re pitching to in a demo or sales call isn’t serious about the transaction. Worse, you just wasted all that time and effort to someone who wasn’t going to close the deal when you could’ve pursued someone else entirely and made a successful lead. When you are selling a product or service to a new client, they can fall into a specific type depending on their likelihood of buying from you. While marketers do vary on how many categories a new client can be classified under, two types are consistent with every list: suspect and prospect. Defining these two categories and knowing how to differentiate between the two can immensely help you and your sales team label leads in your sales funnel quickly and save precious time.