You have a ton of "leads". Some from marketing, some from a 3rd party list, some that have been sitting in your territory for years. You may have 100's or even 1000's of these leads in your territory. The problem is, while they may be leads, many of them are not opportunities. How do you "work" those leads and identify the quality opportunities? That's what qualifying is all about and it's a critical part of the B2B sales cycle. Executing the qualifying process early and thoroughly can keep you on the leaderboard.