Glossary
Qualifying
Prioritizing your sales efforts on the best sales opportunities.
Qualifying means prioritizing your time and efforts on the best sales opportunities: deals with a good chance of closing and earning significant revenue or profit.
Qualifying comes in handy due to efficiency: targeting and prospecting activities provide signs that indicate if a prospect or deal will be profitable and/or likely to close. Ignoring these signs means you’ll spend more time with the wrong people and sell less.
Sales teams doing inbound prospecting benefit the most from diligent qualifying. The more leads interested in buying from you, the more important it is to qualify well to maximize revenue and profit.
Qualifying is also important with long sales cycles or durations, as those amplify the amount of time wasted with bad-fit prospects.
Lastly, qualifying is important to companies who have a performance responsibility, in order to mitigate risk and liabilities.
Qualifying comes in handy due to efficiency: targeting and prospecting activities provide signs that indicate if a prospect or deal will be profitable and/or likely to close. Ignoring these signs means you’ll spend more time with the wrong people and sell less.
Sales teams doing inbound prospecting benefit the most from diligent qualifying. The more leads interested in buying from you, the more important it is to qualify well to maximize revenue and profit.
Qualifying is also important with long sales cycles or durations, as those amplify the amount of time wasted with bad-fit prospects.
Lastly, qualifying is important to companies who have a performance responsibility, in order to mitigate risk and liabilities.