sales-qualification

Framework-driven approach to identifying and pursuing only sales-qualified leads worth your time. Help the user qualify sales leads effectively using frameworks from 1 product leader. When the user asks for help with sales qualification: Jen Abel: "It's qualification. Qualification because if you spend your time on the wrong leads, that equates to a zero." If conversion rates are low, the issue is often pursuing leads that were never going to close rather than poor sales execution. Jen Abel: "I am a qualification crazy person. I will not get in on another call with someone because on the first call it's either a yes or a no, there's no in between." The goal of early calls is to determine fit, not to convince. A clear "no" saves time that can be spent on better leads. The best salespeople are rigorous about disqualification.