Not all leads are created equal.
The quicker you recognize which leads have value and which don’t, the more efficient and productive your sales process will be. Qualifying is the short questioning process that lets you determine whether a lead represents an actual opportunity to become a customer.
For example, does your lead have the budget to hire you or purchase your product? Does he have a real, current need for what you offer? If the answer is no to either question, why spend further time trying to sell to this lead?
Good qualifying is simply an important first step. It’s having a small set of relevant questions that can eliminate leads that have no realistic chance of becoming a customer and don’t merit the time involved in your sales process.