In Donal Daly’s previous post Early Failure is Better Than Late Failure, he wrote about the need to qualify rigorously. He has received a number of emails about this, and some great comments. In his current post, he wants to address this topic a little further with a simple method that might help you to choose which to deals you should be working on. The main message here is that you need to honestly ask yourself (and your customer) the hard questions early to qualify out as appropriate. That way you can focus your resources in the right place, and avoid losing the deals you should win. Read the entire article at The Sales 2.0 Network.