Here are three questions for sales managers and sellers:
- Who has time to waste with prospects that don’t have the cash to purchase the kind of solutions you sell?
- Who has time to waste trying to get an appointment with a prospect that is impossible to gain access to?
- Who has time to waste with prospects that have a consumer base beyond the scope of your products?
Most sellers are time-starved with no time to waste… especially when it comes to developing new customers. Investing time selecting quality, new business, target prospects makes all the sense in the world because some prospects are better than others, and qualifying them will help save time in the long run.