How do you determine if a prospect’s a good fit for your product or service?

Sales qualification is the answer.

Not every lead is a good fit for a product or service — no matter how strongly a salesperson believes they are (or wants them to be). Buyers don’t buy just because they have a serious need, a looming deadline, or money to burn. They buy because of a combination of all of these factors, and more.

During the sales qualification process, salespeople can’t determine a fit based on one of these criteria. They have to establish a fit based

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