There is no such thing as perfect leads!!! If you or your staff is waiting to develop leads that turn into lay-down sales, you have a long wait ahead of you. A perfect lead is one that identifies the decision maker and tells you a few things:

1. Are they are doing business with a competitor.

• If so, which one
• If so, do they have a contract
• If so, when does it expire

2. Do they have a need for your product or service?

• Is the need obvious or do you need to reveal or create it
• Specifically, which product or service

3. Can they afford our product or service?

If your sales staff feels that they need more than this, you are need of a new sales staff. Good sales people need a crease. That's it. Bad sales people need leads that are somewhat pre-sold. Pre-sold leads do not exist because if you can pre-sell clients, you don't need sales reps. On the other hand, creating a crease for sales reps is a task worth pursuing. Our sales systems do exactly that. Identify and then qualify creases that sales reps can maneuver through in order to do business. This should be your goal and attempting to do more will often hamper good sales people.