We discussed lead generation before. After lead generation, it is necessary to determine priority of leads.
Poor lead prioritization can decimate companies. Sales targets get missed, teams get demoralized. Most importantly, sales personnel fail to learn from their experiences. They can’t gain generalizable experiences as they encounter leads with wildly varying intent. Even the great sales tactics will not work on a customer who is willing to buy. A sales person who has seen only customers who are not willing to buy, can lose hope on even the best sales tactics and processes.