http://itsalespro.wordpress.com/2007/03/16/is-your-service-or-product-free/ Rants and Raves from an IT Sales Pro Sun, 13 Dec 2009 18:10:36 +0000 http://wordpress.com/ hourly 1 http://itsalespro.wordpress.com/2007/03/16/is-your-service-or-product-free/#comment-220 itsalespro Fri, 08 Jun 2007 13:42:35 +0000 http://itsalespro.wordpress.com/2007/03/16/is-your-service-or-product-free/#comment-220 Greg, I could not agree with you more. Many firms I have worked with in the past just don't get this. If you can not identify your core qualification criteria you are destined to spend time and energy on prospects that could never or would never use/buy your solution. Greg,
I could not agree with you more. Many firms I have worked with in the past just don’t get this. If you can not identify your core qualification criteria you are destined to spend time and energy on prospects that could never or would never use/buy your solution.

]]> http://itsalespro.wordpress.com/2007/03/16/is-your-service-or-product-free/#comment-104 Greg Alexander Sun, 08 Apr 2007 01:49:58 +0000 http://itsalespro.wordpress.com/2007/03/16/is-your-service-or-product-free/#comment-104 I enjoyed this post. Thank you for sharing. The question that needs to be answered is "What is a qualified lead?" The best predictor of future success is past success. Therefore, a qualified lead is a company that is displaying the same actions that previous clients displayed at that point in the sales cycle. Organizations would do well if they took the time to learn what these actions are. I enjoyed this post. Thank you for sharing. The question that needs to be answered is “What is a qualified lead?” The best predictor of future success is past success. Therefore, a qualified lead is a company that is displaying the same actions that previous clients displayed at that point in the sales cycle. Organizations would do well if they took the time to learn what these actions are.

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