Ian Altman Contributor

Ron is the CEO of a business services company. He has a team of people who regularly prospect for business by contacting potential clients. Ron’s company has some pretty compelling solutions for their industry. Their pitch is pretty good, so they set many meetings with executives who express interest in their services. The frustration for Ron is that he and his team have almost no sense of which opportunities will turn into good clients, and which ones are not worth their time to pursue.

http://www.forbes.com/sites/ianaltman/2014/12/15/the-best-way-to-know-if-a-business-prospect-is-worth-your-time/