SCAN - an approach to qualifying sales leads
(Copyright 2008; Benjamin Goh)
S for Source... is the lead from a reliable source?
C for Communication... telephone or meeting depends on product and service offering and the experience of the lead qualification person.
A for Assessment... is the lead within the target market?
N for Need... can we offer a solution(s) to their problem(s)?
Thursday, February 17, 2011
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