How to quantify a good prospect vs one, well, not so good?

 

Lead scoring; sales process; quantify prospect
Lead scoring. It doesn’t have to be rocket science but it helps to quantify

Photo credit: NASA Goddard Space Flight Center

 

Can you send me some information please?

This is a standard question I hear a lot when starting an engagement with a prospect. A reasonable question and one which, when we have our happy ears on, could be seen as a positive sign. The syllogism could be “All companies who have signed wanted information at the beginning of a process. He wants information. Therefore he will sign.”

But let’s be honest. This question could also mean other things:

  • First option: “Please do go away, I am busy but I am polite so I am pretending to be interested by asking you information”.
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