Due Co-Founder and CEO John Rampton wrote an article for American Express about when to chase sales leads and when to know that you are wasting time and to let that particular lead go. Although it makes sense to want to pursue every lead that comes your way, John realized that some leads are just not worth the energy or resources that you will put into trying to convert them into a sale.
He recommends being aware of what lukewarm potential clients look and sound like in order to skip quickly over those leads. It’s also important to know that the kind of sales leads you want to have for your company so you can spot them more easily among all those that don’t get you anything.
You can read the original Sales Leads Strategy article here.
For more tips on maximizing your sales goals, check out this Due.com blog post, which offers eight tactics designed to help your sales team hit monthly goals.