The B.I.G. Blog

Every good leader knows what gets measured gets done.  But the great ones know how to select the right measures so that they can drive the business, and not be driven by it.  This month, we provide a walkthrough on selecting just the right metrics key to your success.

This month, I am sharing a very personal article.  While I have had a great run over the past 3 years consulting full time, it did not come without a heavy cost.  Just when I thought I was at a point of no return, opportunity knocked… …and I answered.

Talking to a lead could be a waste of time. If there is no chance that they turn into a customer, no matter how well they hypothetically fit into your business model, you shouldn’t spend resources pursuing them. Since we can’t know for certain who will be and won’t be a customer, we need some sort of standardized process in order to estimate who we should or shouldn’t pursue. This is known as lead qualification.