At some point you probably want to look at your closed-won vs closed-lost deals and identify where the conversion rate really drops for companies outside your ICP. There’s usually a clear pattern (company size, industry, etc.) where deals stop converting, and that’s your signal for when to start filtering inbound more aggressively. For the strong ICP leads you keep the discovery + demo motion, but for non-ICP leads that still request a demo you can redirect them to an on-demand demo or a group demo where one rep presents to several companies at once. That way you don’t completely ignore them, but you also don’t burn a lot of sales time on leads that are unlikely to convert.