Qualify a lead: is this worth a real conversation?
Process map by Brian. 21 steps, 2 layers. Tags: business, sales.
- SDR: A new lead appears in the CRM
- SDR: Research the company and the person
- SDR: Reach out by call, email and LinkedIn
- The lead: Do they reply?
- SDR: Ask about budget, authority, need and timeline
- SDR: Qualified?
- SDR: Convert the lead into an opportunity
- Account executive: Book the discovery call and hand over the notes
- SDR: Record why and send to nurture
- CRM: Parked with a reason code
- SDR: Try a different channel, up to 6 touches in 2 weeks
- The lead: Any response after 6 touches?
- CRM: Mark unresponsive and recycle to nurture