How do you segment your leads and your prospects? If you’re like most salespeople, you don’t know how to or at least don’t know how to well. Next, how good are you at finding enough time to prospect? If this is a constant battle for you, you’ll need to learn how to use your time wisely in order to have enough time.
One very efficient way to improve how you use your time is to segment your leads by the level of value they’re able to immediately bring to you. This helps solve two big issues which are spending time with people who aren’t planning to do anything for a long period of time and not giving you enough time to spend on your best prospects.
I know you know how strongly I feel about having a sales pipeline that moves people through fast. The faster you move them through, the more