Use case
Capture the information that decides whether an enquiry is worth a conversation at the point of enquiry, then route accordingly. The aim is that a salesperson's first contact is with someone worth contacting.
The visible symptom is rarely the cause. These are the underlying reasons we find most often.
Enquiries are sorted before a person sees them, fit prospects reach sales quickly, and everyone else receives a genuinely useful response rather than silence.
How we solve it
Four to ten weeks. The agreement on criteria usually takes longer than the implementation.
What actually predicts a good customer here, from won and lost deals, not from a template. This conversation between sales and marketing is the substance of the work; the automation is the easy part.
Ask the two or three questions that qualify, without turning the form into an interrogation. Each additional field costs completions, so the questions have to earn their place.
Join what you already know, then route by criteria rather than arrival order. Fit enquiries reach a person quickly; the rest get a useful response without consuming sales time.
Check monthly which qualified leads were mishandled and which unqualified ones got through. Criteria set once and never revisited drift away from the business within a year.
How it works
A process before and after automation
Before: five steps, four of them manual. After: the same outcome with one human decision point and a defined exception path for when the system is unsure.
Capabilities
Context
Sales time spent on unqualified enquiries is the most expensive kind of waste in a commercial team, and it delays response to the enquiries that would have converted.
Yes, and that is sometimes the point. Fewer, better-qualified enquiries can be worth more than a larger volume that consumes sales time. The trade has to be made deliberately rather than by default.
They should get a helpful response: relevant resources, an honest statement of fit, or a referral. Silence damages your reputation with people who may fit later or know someone who does.
Capture the information that decides whether an enquiry is worth a conversation at the point of enquiry, then route accordingly. The aim is that a salesperson's first contact is with someone worth contacting.
Sales time spent on unqualified enquiries is the most expensive kind of waste in a commercial team, and it delays response to the enquiries that would have converted.
Sales spends the first call establishing whether there is a fit at all; Enquiry volume looks healthy and conversion does not; Good enquiries wait behind poor ones in the same queue; and Marketing and sales disagree about lead quality every month
The enquiry form asks for contact details and nothing that qualifies; There is no agreed definition of a qualified lead; Everything routes to one queue in arrival order; and Information that would qualify exists in other systems and is never joined
Enquiries are sorted before a person sees them, fit prospects reach sales quickly, and everyone else receives a genuinely useful response rather than silence.
Four to ten weeks. The agreement on criteria usually takes longer than the implementation.
Connected
If the before state above reads like your operation, the next step is establishing which part of it is actually costing you. Describe it and we will tell you where qualify leads automatically would and would not help.
