Magazine Article | July 18, 2017

7 Key Questions Every Software Sales Executive Should Ask When Qualifying Leads

Source: Software Executive magazine

By Rachel Smith, VP of Sales, Retail Realm

How fine-tuning your qualification process will yield more sales.

The process of qualifying or disqualifying a lead is an exercise that can prove to be fruitful for you — if you do it right. Eliminating prospects who are not serious or not able to buy means you’re optimizing the amount of time you spend on those who actually want to (and are likely to) buy your product.

This increases your success rate because, A) your efforts are focused on only those accounts you have a high probability of winning and, B) you’re investing time and attention only on qualified accounts.

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