Lead generation is all about your leads, so it is important to take a step back and consider them. Determining how you can best focus on their needs and unique characteristics can not only lead to a better understanding, but increase the chance of purchase.   The first step in becoming lead-focused is determining your qualification criteria. This step is important because it lays the groundwork for how you will qualify each prospect. Whether it’s time, money or their belief in your company, established a strong understand of the people who will make your company profitable is a vital  ...