Congratulations — you just landed a job selling IT equipment to large corporations! You receive your first inbound lead, and you call the person who submitted it. You quickly realize that this person is a junior employee with no buying authority. What should you do?

  • Respectfully answer their questions, then mark them as “unqualified” in your CRM and don’t spend any more time on them.
  • Treat them the same way you would treat your target persona because there’s a good chance they’re doing research for that person.
  • End the call as quickly as possible because there’s no reason to spend time talking to junior employees.
  • Ask to talk to their supervisor and see if you can qualify that person as a lead.
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