Lead Qualification Automations

A sequence of automation rules is designed to operationalize the company’s lead qualification business procedure and includes the following steps:

1. Lead is created automatically when prospect fills in a contact form

2. Lead is auto-assigned to a sales representative, who is notified by email + can see the new lead on personal workspace homepage

3. Sales rep should take action - contact lead - within the time defined in internal SLAs

4. Sales rep sends an email with a link to schedule a personal demo directly from the lead issue type screen

5. Step 4 triggers automation rule - update lead status from “New” to “Contacted by Email”

6. Sales rep collects and fills in key information about the lead

7. Once answers to BANT scoring related questions are added to the system or updated, an automation rule assigns a score against each of the questions

8. Automation rule in step 7 triggers another automation rule which calculates a total probability score for the lead (BANT score).

9. Once BANT score exceeds a pre-defined threshold, lead is considered to be sales qualified

10. Step 9 triggers a series of automation rules which convert lead into a set of new objects: account, opportunity and contact. Lead information is split between and inherited by one of those 3 objects.

11. Sales representative continues working with the new objects.

Sample Automation Rules