Leads, suspects, prospects, qualified and unqualified—the terms used to describe potential customers in the sales process are quite varied, and it can get pretty confusing! One thing that’s clear, though, is hitting your sales goals depends on filtering quality prospects from the crowd. Not only is it a waste of time and effort to pursue a lead that likely won’t convert, it’s harmful to your sales numbers and emotionally defeating, too. What’s better? Filtering a big list of leads down to some truly honed-in prospects, and perusing them based on thoughtful research. Not all leads are  ...