Not all leads are equal. Some leads are more likely to convert into sales than other leads. When you generate leads, you need to qualify the leads to determine which ones are worth pursuing and which ones may be a waste of time.
When it comes to cold leads and warm leads, it is difficult to determine if they are worth pursuing. Information qualified leads and marketing qualified leads are much more likely to convert and should be pursued by your sales team. If you are unsure of whether you should pursue a lead, consider their needs, budget, and demographic information. If all of these things check out, it is worth following up.