There is one initial step necessary prior to defining the perfect sales lead.
Step one requires a thorough understanding of the stages necessary to move a lead from a prospect to a closed deal. We call these pipeline stages and they define where a lead is as it moves through the sales funnel.
The naming convention for these stages could be as simple or complex as your product or service warrants. If you don’t define
these stages, however, then your team will reside in the Tower of Babel; without speaking the same language you won’t be effective in defining and tracking the various stages of the sales pipeline.
Now that could really mess up your forecasting report!
Here are the two important considerations that are sometimes missed when qualifying a lead:
1. Do you have the right decision-maker?
2. Do they have the budget?
