Do Your Sellers Need More Appointments with Quality Prospects?

August 14, 2019

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By Alysa Hinshaw

quality prospect meeting

What do the best managers do to get their salespeople to pick the right prospects? They become the gatekeeper. No prospect should ever get on a salesperson’s Target list until it has been fully qualified against a set of objective criteria, a target business profile.

When helping a salesperson determine a high priority prospect, ask them the following questions using the following criteria: Dollar Potential, Access, and Fit.

Source:: The Center For Sales Strategy