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12/18/06 Tip of the Week. Sales Process: Tip 4 - Qualified Lead Definition.

December 18, 2006 from Mark Perry

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Ensure your sales teams know what a qualified lead is. Some sales organizations have elaborate schemes for grading and ranking leads and determining if they are qualified. While such schemes can be helpful, it is often best to view leads as either qualified or non-qualified. To be a qualified lead, the following four conditions must be met: one, there is a mutually agreed to customer need that your product mets; two, there is a budget or access to budget funding of the purchase; three, the is a timeframe for the purchase; and four, there is an identified decision maker for the purchase. If any of these four conditions are not met, the lead cannot be considered qualified.


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