IRE Session Preview: Changing the Game for Salespeople

If there’s anything I’ve learned over the years — and it’s something that’s never changed — it’s the simple fact that generating leads is critically important to sustain your roofing business. While most business owners and salespeople will quickly acknowledge this as fact, many will also stress that leads need to be “qualified” and not want to break the bank to find them.

Much earlier in my career, I remember helping roofing contractors develop a lead qualification process that tasked them with asking questions, assigning a score to the answers, and then using the sum of the scores to “qualify” the lead.