Inbound vs Outbound

What's the difference between how you disqualify an incoming lead vs one that is outbound?

Absolutely nothing.

Yet this is where so many salespeople get sloppy.

Just because a current client recommended them doesn't mean they're further down the line.

If anything it means you have to be even more thorough in your qualification process.

I learnt this the hard way.

And it's fundamental to a healthy pipeline.