Effective sales professionals understand the importance of lead qualification. They qualify their leads rigorously and spend most of their time on opportunities that are highly likely to translate into sales. They quickly identify opportunities that are unlikely to result in a sale and ruthlessly eliminate those leads from their pipeline.

VINTOB’s qualification system has 3 key benefits:

• It helps to identify worthless opportunities; those opportunities that won’t convert so that they can be removed from the pipeline.
• For opportunities that are winnable, it identifies the areas of weakness that decrease win- probability. Once the vulnerabilities are identified, they can be addressed in advance of the client making their procurement decisions.
• It is objective and precise and therefore can more accurately predict outcomes.
• It eliminates leads that will not convert, frees up time and enables sales professionals to focus on those opportunities that are winnable.