Prioritize highpotential leads and opportunities from "summary" of The New Strategic Selling by Robert B. Miller,Stephen E. Heiman,Diane Sanchez,Tad Tuleja
To achieve success in sales, it is crucial to prioritize high-potential leads and opportunities. This means focusing on those prospects that are most likely to result in a successful sale, rather than spreading resources thin across a large number of leads. By identifying and concentrating on high-potential leads, sales teams can maximize their efforts and increase their chances of closing deals. One way to prioritize leads is by using a scoring system to evaluate the quality of each opportunity. This can involve considering factors such as the prospect's level of interest, budget, decision-making authority, and fit with the product or service being offered. By assigning a score to each lead based on these criteria, sales teams can quickly identify which opportunities are most worth pursuing. Another key aspect of prioritizing high-potential leads ...
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