Turn a qualified prospect into a lead
Prospecting lists can contain up to 9,999 contacts. Unfortunately, these contacts are usually not fully qualified, and you don’t yet know if your product or solution can match their needs. If a person is not interested in your services or doesn’t have any budget, then it’s not a lead – and the suspect wasn't a good one. Conversely, if you reach a suspect that shows clear interest in what you’re selling, then it’s a qualified contact and you can now turn this into a lead.
As mentioned earlier, inside You Don’t Need a CRM! you can transform suspects into leads with a single click in your prospecting list. But you should only click on the [+] button to transform a row into a lead when it makes sense, ie. when it really is a lead. Otherwise, simply cancel the row (right click and toggle cancel status), or leave a comment to highlight you should try again sometime.
Moreover, a sales rep should not manage more than one or two hundred leads at a time. Go above this limit and it will become very difficult, not to say impossible, to have a personalized relationship with the prospect.