No matter how fantastic your product or service is, it’s not going to be the right fit for every company at every time. Sell strategically by determining which companies you can create value for, and focus your efforts there.
To ensure you are using your time most efficiently, make lead qualification and the discovery call a habit. The discovery call is your opportunity to ask a prospect purposeful questions in order to determine whether it makes sense to invest your time into an account. It's an simple way to initialize lead scoring schemes.
In this post, we will highlight the importance of sales qualification, the thought process behind qualifying a lead, and why you shouldn’t be afraid of disqualifying a lead that’s not worth your time. Leverage open data insights through Vainu to supplement this process.