“Sales-Ready” Lead…What?

I have notice the volume on the “sales-ready” lead concept has really been turned up lately. What does this mean?

It sounds a lot like an excuse to me.

I don’t see a lot of the sales leadership greats–Zig Ziglar, Jeffrey Gitomer, Harvey MacKay–talking about how to close a “sales-ready” lead. However, they do talk a lot about behaviors and processes that help you get more people “sales-ready.”

Sure, if you are in an organization big enough to have a marketing department they should work hard to be the best. But, are they really responsible for delivering “sales-ready” leads?

In my opinion, if that is the case then you should just add a shopping cart to your website and fire all the sales people.

What do you think?

• What is your definition of a “sales-ready” lead?
• Who is responsible for getting it to that status?
• Do you use this terminology in your sales process?

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