When it comes to sales in the software as a service (SaaS) marketplace, being able to distinguish between hot and cold leads is essential. After all, quality leads are the life blood of any successful sales force. They also have a heavy bearing on salesperson priority-setting and efficiency: to maximize their chances for closing a sale, sales professionals should focus more of their time and attention on leads further along in the buying cycle. In that context, care must be taken to identify and segment leads that are closer to making a purchase decision from those with general interest. In this article, we take a look at the different stages of lead qualification and how you can use these steps to tell hot leads vs cold leads and go on to maximize productivity and effectiveness in your own sales efforts.