Getting quality leads into the sales funnel is a top priority for every B2B business. But the funnel gets tighter as unqualified leads lose interest. Those that make it further down the funnel are what we consider sales qualified. In some cases, the funnel may be so tight at the bottom that only a few leads reach a salesperson. If that’s the case, you may be getting leads at the top of the funnel, but you aren't engaging in qualified lead generation.