PSP's Chris Wilson looks at the importance of having a rigorous deal qualification process as part of your consistent sales strategy. If you take a realistic look at your sales pipeline it can be split into three distinct groups. The first and by far the largest group will be what I call Category 3 opportunities, otherwise known as ‘no hopers’. The next group are your speculative opportunities, only marginally better than ‘no hopers’, they make up your Category 2 leads and ag