This morning's post "The Ultimate Lead Qualification Tool" provides a structure for finding out early what you'll need to know to move a sale forward. The following video contains some excellent advice about moving a sale forward during the early part of the sale cycle, once you've confirmed that the prospect is a potential customer. The interviewee is Mari Anne Vanella-Wright who is the CEO of The Vanella Group. The interviewer is fellow blogger Gerhard Gschwandtner, publisher of SellingPower magazine.
Full Disclosure: I often write for SellingPower magazine, the producers of this video, which also has a distribution agreement with BNET for video content.