Not everyone who expresses interest in a product or service is ready to make a purchase. That's why lead qualification, the process businesses use to determine which prospects are the best sales targets, is a critical part of any sales strategy.
It's also a step that many businesses either ignore or fail to perform effectively. According to one study, nearly two-thirds of companies in the business-to-business (B2B) market fail to consider lead qualification when deciding where to target their sales efforts, even though roughly only one quarter of sales leads are qualified.
Fortunately, it's easy to avoid these types of pitfalls by having a reliable lead qualification process in place for your business. This article will explain how that process works and describe common strategies for lead qualification.