Nearly every sales organization I talk to says they know who their best fit prospects are, yet almost none of them have a clearly defined process for ensuring only qualified prospects make it into the sales pipeline. This, despite the fact that unqualified prospects waste massive amounts of time for salespeople and their managers alike, and simultaneously diminish the reliability of sales forecasts.
http://www.membrain.com/blog/how-to-build-a-qualifying-process-that-works-for-your-sales-team
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