For those of you that work in a sales role you know how important sales lead qualification is. It is the step in the sales process that can ultimately lead you to winning more business, and wasting less of your time. This brief article and video from Engage Selling by Colleen Francis is short and sweet and delivers a really valuable message about sales lead qualification.
It seems that the critical component of the qualification process comes to understanding what the priority is within the customer’s decision making criteria. If you understand that, you can adjust your sales approach to talk specifically to the decision maker’s most important criteria.
Read the article and watch the short video by Colleen to understand more.