There are multiple studies out there that will show you how poorly qualified opportunities can sneak through your pipeline and inflate your forecasts. These are the ones that ruin a forecast by falling out in the late stages of the sales cycle when the questions that should have been asked earlier come into play.
Here are four questions that should be asked at the very beginning of a sales cycle – it is better to have less but well-qualified opportunities in your pipeline than an inflated number of badly qualified ones that skew forecasts and provide a false sense of future sales.
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