Qualify — and disqualify — sales leads early in process

As a sales leader, have you ever had a pipeline-review meeting with a salesperson and had the same open proposal come up week after week with the salesperson promising, “I’m going to close this one … next week.” In defense of the salesperson, oftentimes their sales opportunities do look legitimate on the front end. The prospect calls or reaches out with an inbound lead. The salesperson does their job and follows up with a phone call or meeting. However, upon closer examination, we find some real problems that could have saved the salesperson a lot of time…