What does a good lead look like?

Weak sales people are notorious dreamers at times, talking themselves into thinking that they have a hot prospect when they really don’t. How do you identify a good prospect? Here’s a good barometer:

1. Is the Prospect a decision maker or does he have an internal champion?
2. Is there a demonstrable need for your product?
3. Is there a stated timeline established for the purchase?
4. Is the proposed purchase in their budget?
5. Does the possibility exist for future sales?

The more boxes you can check above the more you can be assured that you’re not wasting your time or money.