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How to qualify a sales prospect

How to qualify a sales prospect

Questions to help you qualify a prospect:

Is this the right person?

  • Does the prospect match your ideal customer profile?
  • Are they interested in your product?
  • Can they influence the deal or even decide to purchase?

Is this the right company?

  • Is it in your territory?
  • Is the industry a good fit?
  • What’s the size of their organisation?

Is this the right project?

  • Is the department funded to pay your price?
  • Will the project be a priority for the company?
  • Will the team be using the product for the right use case that will create an impact?

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We need to study prospects and be relevant when we reach out to them.

The sales process moves from cold leads → to warm opportunities → to hot deals. Prospecting is what happens in-between.

  1. Follow the prospect before you connect with them.
  2. Find them in groups. Join and engage in groups where your prospect is active.
  3. Hype them up. Follow the prospect's activity and help to up engagement.

Prospects, or potential customers, are the fuel for the sales pipeline. Every prospect represents a possible sale, making it important to grow your base of prospects.

You won't get far with prospects by repeating the same general information on your company's website.

It's not about closing the deal but about closing every step of the deal.

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