In sales, there's a lot of talk about qualifying the buyer.
What's the lead scoring say? Are they a marketing-qualified lead or a sales-qualified lead? Do they fit our ideal customer profile? This is exactly BACKWARDS.
Instead, you should be talking about how the buyer qualifies (and disqualifies) the seller.
What determines who they invite to compete for the business? Who do they call or email back? And who they share sensitive business information with? This is the import.
Thinkaha Salescred: how buyers qualify sellers, paperback/c. lee smith
