The opening of a new sales opportunity is more important than the close. For this reason, Sales Managers must help sellers with the correct criteria to use to accurately qualify, and disqualify prospects. Startting with the end in mind, we help our customers to build out the Prospect Profile of what a good target looks like in early development. Armed with tools to help share a story, or ask questions, sellers are then prepared to walk through the qualification process in a cooperative format with a prospect. Only after both have agreed to proceed will the seller and buyer move forward.