Do You Qualify Too Much?

Wes: I'm always preaching, we're gong to really be strategic about the targets that we're pursuing. When you qualify too heavily, when you're prospecting, whether you're an s t r, or you're a full sale person a,. If you're super qualifying, you're too late. By the time you get there, you're waiting until they have the need their shopping. Mike: You will never have a full pipe line unless everybody's prospectn you've got to have a prospecting culture in the organization. And i know mike has passionate ofof it as nothing more than being jocked on his desk.