The B-to-B Lead Drain

Posted on by Chief Marketer Staff

WHAT COMES TO MIND when you hear the term account qualification? You may think of qualified leads, or some way of weeding through potential customers so you don’t spend time where you’re not likely to get sales.

Most salespeople feel the point of qualification is to use time wisely. Here’s what one sales coach suggests:

It’s really easy to waste our time in front of customers who aren’t going to buy

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