Today's buyer-empowered, uber-competitive selling environment requires sellers to be much better at qualifying opportunities than they have ever been in the past.
Why? Because buyers have ready access to the product information they believe they need to make a buying decision. When sellers arrive they, the buyers, are ready to close the sale by negotiating the best price.
Sound familiar? So if qualifying is so critical, doesn't it make sense that sales organizations clearly and precisely define a standard set of client information objectives that determine when an opportunity is well qualified?