Glossary
Qualifying process
The method for determining if a lead meets your qualifying criteria.
The qualifying process is the method for determining if a contact, company or opportunity meets your qualifying criteria.
To create a qualifying process, take each of your qualifying criteria and come up with:
1. A question (or line of questions) for uncovering the criteria
2. An explanation for why that question is helpful while qualifying
3. A sequential order for asking the questions, if necessary
All sales reps asked to qualify leads need a well-defined qualifying process and criteria.
To create a qualifying process, take each of your qualifying criteria and come up with:
1. A question (or line of questions) for uncovering the criteria
2. An explanation for why that question is helpful while qualifying
3. A sequential order for asking the questions, if necessary
All sales reps asked to qualify leads need a well-defined qualifying process and criteria.