"A" leads are high quality sales opportunities that in the short term get you in to the sales cycle and build your sales pipeline.  Generally "A" leads have "pain " and are also motivated to do something about their "pain". With this in mind, many of the below factors are typically present in an “A” Lead:   

• Prospects who are adding, upgrading, moving, renovating or making changes that create a need for your product or service
• Prospects who express receptivity in learning more about your product or service
• Prospects who are looking for a solution to a business problem they are experiencing
• Prospects who are unhappy with their present service, product or vendor
• Prospects who are “shopping out” as a part of a review process
• Prospects who express interest in a new product, service or technology
• Prospects who are interested in learning more about a new method or system to help bring operational efficiencies to their business

Many of the above factors are also typically present in “B” Leads but a prospects motivation to do something about their pain may not be clearly defined. Please note that "B" leads are high quality opportunities that build your internal "come up" system. These opportunities generally require additional development work but can help you build a reliable, predictable and consistent sales pipeline.  

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