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The Ultimate Startup Guide to Outbound Sales by Steli Efti

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How to Qualify Prospects & Leads

Qualifying is all about gaining the insights necessary to judge whether you should sell to a given prospect, and what is the best course of action to accomplish that is. Is this prospect a good fit for what it is you’re selling? Is this a viable sales opportunity? And if yes, what’s the best way to close the deal? Only after you’ve qualified someone can you really know whether investing your time and efforts into trying to sell to this prospect is worth it.

Many inexperienced sales people jump to the pitch too quickly, without having first gained a proper understanding of their prospect.

What Happens When You Don’t Qualify Leads?

You’re essentially throwing darts in the dark, operating like a mindless sales monkey. ...

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