The Brooks Group
You can help members of your sales team use their time intelligently by showing them how to quickly identify and eliminate unqualified prospects. It doesn’t take a rocket scientist to realize that it’s better to work with qualified prospects than unqualified suspects. But, salespeople are sometimes guilty of just finding someone willing to listen to them.
Too often, salespeople end up with bloated pipelines filled with disinterested suspects they mistake for real prospects.
The most successful salespeople know exactly how to differentiate suspects from actual prospects. Sure, a suspect might become a prospect. And that’s why your salespeople should stay in touch with suspects, but doesn’t it make a lot more sense for them to focus the majority of their time with more qualified prospects?