topic Re: What to do with Closed Lost "Qualified" leads in Prospecting? in Sales Hub Tools

What to do with Closed Lost "Qualified" leads in Prospecting?

fonzieMT — Thu, 04 Jan 2024 12:21:14 GMT

Hi!

In the Prospecting Tool, what would you suggest we do with the leads that were marked as "Qualified", but then we lost the Deal? Do we double back and then mark them as "Disqualified"?

Just in general, trying to understand how to close the loop on leads, and if required slot them for reconnection.

Thanks!

Re: What to do with Closed Lost "Qualified" leads in Prospecting?

Whathcock — Thu, 04 Jan 2024 13:22:55 GMT

Hi @fonzieMT ,

I think there's a lot of room for nuance here based on your type of business and your leads.

I tend to think of "qualified" and "disqualified" more in relation to the quality of the lead (i.e. are they a good fit for your produtcs/services?). If a lead matches your target audience criteria, but says "no" to a sale the first time you ask, does this mean they're not a good fit for your products/services? Or was the timing just not right? (I truly think it can go either way based on your specific business!).

I would be more inclined to create a third category for contacts who are qualified/quality leads, but aren't ready to purchase, than to mark them as 'disqualified'.

Hope this helps!

Re: What to do with Closed Lost "Qualified" leads in Prospecting?

fonzieMT — Fri, 05 Jan 2024 14:20:41 GMT

Hi Whitney,

That makes sense, appreciate the insight. Thanks!

Regards,

Mudit