Sales lead qualification in the B2B world is like dating—you learn more about each other over time, deepening your relationship and, when all goes well, you progress seamlessly from introduction to marriage or first-time lead to closed sale. To be successful, you need to know when to commit more resources to the relationship and when to pull back and provide more space. The Introduction If Sally is introduced to Mark at a party, she might be happy to engage in a little small talk, but a marriage proposal would send her running. Or vice versa. Too much too soon can kill a relationship….in both business and love.