The COVID-19 crisis has caused B2B sales organizations to re-evaluate their sales processes, re-tool their sales pitches, and otherwise adapt to fast-changing conditions in an environment of unprecedented uncertainty. But there are two aspects of B2B sales operations that are sometimes underrated and overlooked even during the best of times: lead qualification and lead management. During this time of crisis, and even after the economy emerges into a New Normal, qualifying your sales leads, and then managing, nurturing and re-ranking your sales leads over time, is more important than ever.
COVID Sales Lead Qualification and Management
Here are a few reasons why your B2B sales team needs to put lead qualification and lead management at the top of your priority list during COVID-19.
Lead Qualification Helps Prioritize Your Sales Efforts
During a time of crisis like COVID-19, it might seem like there’s no such thing as a bad sales