Project Management

The Only Two Screening Decisions You Have To Make

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Executive Summary

Much sales literature talks about sales in terms of processes. A key process element is lead screening, or lead qualification. And that process is often described in terms of efficiency. As one CRM article put it: ...the process of lead qualification has been codified into the 8-4- 2-1 Rule...for every eight leads that pass preliminary qualification, four will lead to sales presentations, which will produce two quotes and finally one sale. In other words, the sales funnel narrows sharply even once you've done your preliminary qualification. Obviously, considering the increasing cost, the further one moves into the process, the better it is to narrow the funnel early on.

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