Qualify your Lead Top Funnel
This series of blogs provide understanding in the reasons for qualification and disqualification of leads. In general the sales person can disqualify his contacts in different stages of the sales funnel. In the ideal world your client has been qualified in every stage of the sales funnel. In case your contact is not turning into a client, you should focus on disqualifying appropriately.
Disqualifying in the top of the sales funnel will save you costs and frustration. Your suspect is not taking the time you should be spending on qualified leads. This seems to be logical, but sales persons like a full sales funnel. They get insecure when the top of the sales funnel is not filled. They fool themselves by allowing them to have suspects in the top of the funnel.
Helping sales people to narrow the top of their sales funnel to an acceptable level will give them more time for their real leads. When marketing is supposed to fill the top of the sales funnel, do not only measure on quantity!!