Many organizations have a definition of a “Sales Ready Lead” to differentiate from comparatively unqualified leads – and to help streamline sales processes. How many of you have generated a clear definition of a “Demo-Ready Lead” – and if so, what are the criteria you use for this?
For example, a number of Great Demo! practitioners require a completed (or reasonably completed) Situation Slide before moving forward with a Technical Proof Demo.
What criteria, if any, does your organization use for a Demo-Ready Lead?