The best sales reps know how to ask questions. Particularly during the lead discovery phase, good questions can keep you from pursuing the wrong prospects. They can also keep the conversation going with prospects you’d like to pursue.
As you lure that new prospect toward your sales funnel, take time to assess the account. Who will make the ultimate purchase decision? How do they want to received communications from you? John Barrows lists several questions that will help you qualify the prospect.