Efficient Lead Qualification Process with Consensus

This document provides a detailed walkthrough on how to effectively qualify or disqualify a lead using Consensus. By following these steps, individuals can determine whether a lead should be pursued based on their interactions, company details, and activities.

Step 1

Begin by reviewing the lead, which has been identified as inbound. The lead is from a software company, presenting a promising opportunity.

Step 2

Proceed to examine the contact details of the lead. Although it is marked as inbound after viewing a demo on Consensus, consider this information when deciding to add them to the workflow.

Step 3

Review the lead's engagement with demos. Although they viewed it in March, the demo is not active anymore. Note that there is no Sales Development Representative (SDR) assigned.

Step 4

Next, analyze the associated companies.

Step 5

Identify the absence of an SDR, owner, or account executive owner. While past interactions occurred in January, there is no substantial activity or open deals. Visit Sales Navigator to check the employee count; with over 2,000 employees, the lead surpasses the Small to Medium-sized Business (SMB) threshold. Update the workflow by adding them to the Demolytics demo view flow.

Step 6

Conduct further analysis as needed.

Step 7

Utilize the Demo View Master, which will automatically send an email once the task is marked complete. Prepare to follow up with a phone call.

Step 8

This is the process to qualify or disqualify a lead using Consensus.

Step 9

Thank you for your attention. Wishing you a productive day.