When is a Lead Ready for Sales?

This excellent article by Bob Apollo presents an analysis of recent research by Sirius Decisions on when leads generated by marketing are considered 'sales ready'.

You can read the full article on the Customer Think blog here. Here's a summary of the five levels of lead scoring, and the percentage of companies using them:

1:  Any contact is a lead. According to the research, 28% of leads are just handed over to sales at this stage without any attempt at qualification

2: The contact is the right person in the right organisation. The research found that 25% leads are handed over at this level

3: As 1 + 2, but a need has also been identified. 25% of leads were found to fall into this category

4: As 1 + 2 + 3 + requirements have been defined. Only 10% of leads made the prospect’s requirements clear

5: All of the above, plus the lead is BANT qualified. BANT stands for Budget, Authority, Need and Timeframe. 10% of leads were found to be fully BANT qualified

Read the full article on the Customer Think blog here.