Potential is a magical word for sales people. It conjures up all sorts of possibilities. As salespeople, we know there are no such things as guaranteed winners. Give us sales opportunities with “potential” and we will convert some number of these into orders.
So, how should you determine the potential of your sales leads? Watch the video below to learn the simplest, most reliable way to accomplish this. Hint: the unscratched lotto ticket never pays a prize.