All sales leads are not created equal. In sales, we can spin our wheels working on the wrong leads, wasting valuable time barking up the wrong tree. Here’s how to save time by narrowing in on your target customer.

1. Ask the Right Questions

It takes time to really understand what the right questions are for your sales process. You’ll soon figure out which ones are leading you to dead ends.

Start with basic company information that’s relevant (company size, industry, location), then move on to business needs. When’s the last time the company purchased a copier? If it was in the last 5 years, they might not be in the market for another. Do they have marketing staff? If so, a consultant might not have anything to offer.

Hubspot has a great intake form with all of their free ebooks and whitepapers. In addition to basic contact and company info, you are asked what your biggest marketing challenge is. It’s a free-form box, so you can write whatever you want. I’m willing to bet if you put in “inbound marketing,” you’d get a call.

Read more at http://www.soldlab.com/news/2012/02/22/5-Ways-to-Qualify-Your-Leads/