(This is a guest post by Kenny Nguyen, who has spent the last six years helping B2B companies with marketing and sales. He describes himself as a guy who "doesn't like sales, but you have to sell if you're going to help people." You can find Kenny on Twitter.)
It’s hard to keep tab of sales when we’re talking to one potential customer after another. B2B startups founders - with limited sales experience, myself included - have trouble with qualifying leads.
Every customer we talk to ends up being qualified customers somehow, someway.
As a consequence, focus ends up being diluted across way too many leads at the same time. B2B founders could benefit from having a fast and effective qualification process. There are great tools out there to help manage pipelines, ask questions, flowcharts, and analyze potential sales top-down, but there isn’t much available to help qualify potential customers in a no-nonsense manner.
To cut to the chase, you can download the cheat sheet here: