Salespeople, by trade, are usually quite optimistic. We're determined, visionaries, and persistent. That's what makes us good, but it can also hold us back. Pursuing prospects takes a lot of time and energy, and going after the wrong people can dramatically inhibit company growth.
A friend of mine, Janice Mars, founder of SalesLatitude, gave me three simple questions that can help you quickly determine whether they are worth your time investment or not. The faster you can qualify prospects, the faster you can fill your pipeline with high-quality sales opportunities.