Sales Tactic #15: Laziness and idiocy don't work. March 24, 2017 in Sales Process Without well-defined goals, salespeople will fall to being lazy and indulging in idiocy. There are no exceptions. Sandler Brief: Qualify! Qualify! Qualify! June 1, 2016 in Prospecting & Qualifying Rosita had been behind quota before, but never by this much and never for this long. When her manager, Sam, offered to take her out to lunch, she figured she was either looking at very good news … or very bad news.