According to the Sales Funnel model, salespeople should first concentrate on their "best few" opportunities, then the "qualified" opportunities, and lastly the "unqualified" opportunities.

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The Sales Funnel model suggests starting with a large number of potential opportunities (often unqualified or broadly targeted), then narrowing down to more qualified opportunities, and focusing on the "best few" or most promising opportunities towards the end of the sales process.

According to the Sales Funnel Model, Salespeople Should First Concentrate