Your drive as a sales professional should always be to spend your time with the most qualified prospects in your database. This means that you will want to: Set appointments with the prospects that are highly qualified and/or in the buying window Nurture the prospects that you've qualified but are not in the buying window Gather information on the prospects for which you have some or no data so you can qualify their potential and learn their buying windows Eliminate the prospect records that are bogus, out of business, too small, too big, or will never be buyers
