Finding qualified prospects for your products or services is a necessary first step in the sales process. You need to have someone to sell to before you make a sale. But, making certain that there is a good possibility that they will buy is what makes them "qualified prospects."
Once you've identified prospects, you will want to learn all you can before you approach them. Contacting each prospect takes a lot of time and energy so look at each potential prospect carefully to:
determine your sales approach and plan your sales calls
determine which products and services best suit particular prospects
uncover reasons why you should not pursue some prospects, saving you valuable time and resources
