Got Leads? Get Real. Learn How to Qualify Big Opportunities
Four strategies for focussing on the win.
by Gale Crosley
Crosley + Company
Eighty percent of lost opportunities are due to poorly qualifying a lead. Countless hours and effort are wasted on prospects with odds to win near zero. Firms with a thin pipeline pursue any potential buyer who has a pulse and fogs a mirror. In order to stop this insanity, discipline is necessary in lead qualification.
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