BOCA RATON, FL - Don’t want your salespeople to waste their valuable time? Then you need to qualify your opportunities, said Wendell Bedell, president and coo of Excellence Alliance University, Nashua, NH, in a training session called “Qualifying Sales Opportunities” at Excellence Alliance Inc.’s National Executive Meeting here.
Bedell noted that qualification of prospects determines their eligibility as customers. The contractor’s sales force studies the pros-pect’s needs and opportunities to see whether they really are potential customers who will generate a profit for your business. This allows salespeople to maximize their time and get only legitimate customers into the sales funnel.