Getting more new customers is one of three ways to grow revenue – increasing the value of your average sale and getting more repeat business are the other two. Quality leads are paramount to getting more new customers. And no business has the time to waste on poor sales prospects.
Within companies, sales organizations in particular, there is continual interest in getting more and more leads. Other than deals that close themselves, the only thing sales teams want more than a new lead is a new qualified lead.
“Is this lead qualified?”
You hear it all the time, but what does it mean? What do you believe is the main purpose of lead generation? What do you consider to be a qualified lead?