The door-to-door salesman who spends his days knocking on every door in town to deliver his pitch will end the day discouraged and exhausted.

The main reason? Most people aren't buying what he's selling.

Unless the salesman has a lead qualification process - a system for determining who is likely to convert - he will end up wasting his time and energy with little success to show for it.

In the realm of B2B sales, where companies get hundreds or even thousands of leads each month, the importance of a lead qualification process is even more crucial. No sales team has the headcount or resources to contact every lead, nor is this a good use of time.

Having an accurate and effective lead qualification process empowers your sales team to work faster and smarter so they can focus their time on high-potential, highly relevant prospects, and close more deals.