Many sales reps jump up and down when they land a new “prospect.” However, many a sales manager has been frustrated a month later to find that the “prospect” was only a suspect.

One of my old bosses developed the list below as a filter before a prospect could make it onto the sales pipeline report.

A quality prospect is defined as:


  1. We have received confirmation that the budget dollars are available and know the dollar figure.
  2. We can describe the competitive situation.
  3. We have some advantage over the alternative choices.
  4. We can describe prospects current system and full set of prioritized needs.
  5. We have identified the decision-makers.
  6. We know the implementation process including the timeline for the decision and implementation.
  7. We have a champion within the prospect organization.
  8. We have received a Request for Proposal.
  9. What criteria will be used to select a Vendor and are we a good match?


Comments: 4

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Tim McDonald March 27 at 8:22 pm

10. There is REAL value to be provided.

Keith Krause April 22 at 12:32 pm

This definition of a “prospect” is clear, concise and correct.

Scott Stocker April 27 at 12:20 am

That sounds much more like a grape awaiting plucking. I never, ever had it handed to me on a silver platter in that manor before. Now while I am actually comfortable speaking to those who are successful and wealthy, it just is very natural for me. Now that doesn’t mean I don’t see how we only benefit in the long run by beating any and all expectations to every creed, color, credit score, financial worthiness, or political or Religous beliefs
Now for me or the salesperson first monetize the benefit for the customer in your head. That # should be an aggregate of all info collection. That # needs to be.relevant to the business owner only to avoid any shaking of trust. Now the # I put includes less now than ever the key is to have the representation of value ready to add as you take two of your remaining processes or ideas and tweak and tailor to present only a system or a map to engage in this new Approach as something amazing tailored out of nothing just for.Mr Happy’s daycare, dispensery, & gun range

Dan Westervelt June 3 at 11:58 am

This is a perfect storm of sales variables to indicate a perfect prospect.


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