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Summary
Each lead can be rated by answering a series of questions. This automatically generates a Lead Qualification graph showing where the lead falls on a scale of 0 to 5 (Cold/Hot). These lead qualification questions can be customized upon request.
- BLUE – This denotes that the lead is COLD. The leads with rating > 0 and rating < 2.5 will be shown with BLUE colored stars.
- YELLOW – This denotes that the lead is WARM. The leads with rating >= 2.5 and rating < 4 will be shown with YELLOW colored stars.
- RED – This denotes that the lead is HOT. The leads with rating >= 4 will be shown with RED colored stars.
More Information
The application allows up to 50 characters for each answer. Also note the application always adds a default answer of “Unknown” for each question.
Both question and answer has a weight associated with it which is used while calculating the rating.
Rules for criteria:
· Max number of questions – 10
· Max number of answers – 5 (for each question)
Rules for weights:
· Question Weight – in the range of 0 to 100 (multiples of 5) and total of weights for all questions must be 100.
· Answer Weight – in the range of 0 to 5, where 1 means least important and 5 means most important.
Note that as a result of a change in qualification criteria, all questions are reset to an answer of "Unknown" and the lead is shown as “Not Rated”.
Example
The example below demonstrates how to provide your custom requirements to the Commence OnDemand team. Simply list your new questions and answers, along with their weights.
Q1. Need is identified (Weight: 25%)
A1. Yes (Weight: 5)
A2. No (Weight: 0)
Q2. Financial Capability identified (Weight: 25%)
A1. Yes (Weight: 5)
A2. No (Weight: 0)
Q3. Decision Maker identified (Weight: 25%)
A1. Buying process articulated (Weight: 5)
A2. Buying process not articulated (Weight: 0)
Q4. Time frame for purchasing (Weight: 25%)
A1. Now or soon (Weight: 5)
A2. Future or Never w/no valid reason (Weight: 3)
A3. Never with valid reason (Weight: 1)
Applies To
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Commence |
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