Jane was struggling. Most of her deals weren’t moving forward, and her quarterly income target seemed well out of reach.
Jane’s manager Mario sent an email asking her to identify her top three qualified prospects; he also asked Jane to be ready to discuss each prospect with him. For her session with Mario, Jane brought in information on three companies with whom she had scheduled upcoming meetings: Acme, Betterway, and Century.
“These are my three most qualified prospects,” Jane said after exchanging pleasantries with Mario. “I’ve had discussions with each decision maker – here are all the notes I took – and I’ve got meetings set up on the calendar with each one.”
Mario smiled, and took a look at Jane’s notes. Then he asked, “I’m curious – what makes you think that the decision maker at Acme is a qualified prospect?”
“Well,” said Jane, “as you can see in my notes, he told me he’s actively exploring the possibility of setting up a new work station and placing an order with us. Those are the very words he used – ‘actively exploring.’”
“Got it. Does that make him qualified?”