How Can A Federal Sales Lead Be Qualified?
A lead is just a potential customer in any sales scenario. To effectively focus their time on the leads that may develop into prospects rather than those who quite literally cannot buy from you, federal sales representatives must properly qualify leads. A lead must go through six phases to be qualified in a federal sales environment. A lead is the same whether it is for the commercial or government markets. To align and close the opportunity, there are distinctions in how you qualify the lead and advance that lead through a federal sales process . This is especially true because your customer cannot inform you that they will or will not purchase your goods even though they have a requirement or need. The contracting officer is the sole official within the government with the authority to commit funds. When your VP of Sales requests a commitment and instructs the federal salesperson to communicate with the contracting officer to obtain the commitment to close your offer, it can create a