Disqualified Leads and reengagement

[BMcCarty]

Hello,

I am trying to figure out the best way to handle leads disqualified by our sales teams. 

Currently when a lead is in lifecycle stage of "Marketing Qualified Lead" it creates a lead in our CRM for our sales team. They can then either qualify or disqualify the lead for any number of reasons.

If they disqualify the lead, I want to be able to move it back to a lead stage in order to try and build back up the lead score to become an MQL again. The problemn is though, if I move it back to a 'lead' lifecycle stage it will delete the original "became a marketing qualified lead date" which will then exclude it from our reporting as ever being an MQL and when. 

Anyone have a good suggestion to go about this?

[GSnow7]

Not directly about theis question, but related.

When the dialogue box pops up for disqualified leads it has create a task checked by default. When can I set preferences so this is unchecked by default (I can not find it in settings-> leads).

Thanks

Guy

[BMorton121]

Similar, but not exactly the same question. I've completed Disqualification Reason, clicked Save, then am prompted (required) to "Create "Re-Attempting" lead in* for some reason.

Any ideas?

[GBarnett]

Agree here. This feature cannot be made optional??

[Hubjoy]

You can toggle this off in the Leads > Pipeline interface.

See the screenshot below.

Hope this solves it!

[milkstork]

I have the same question. It is requiring us to create a follow up task for disqualified leads. How do we turn this off or default to unchecked? 

[EHaberern]

I would also like to know the answer to this question!

[SkeeStylus]

Now live you can create "Reattempting" Leads in the Prospecting Workspace that will automatically create a new lead to follow up on a previously disqualified lead that was bad timing.  Happy Hunting. 

[Jonny617]

@BMcCarty this is a great thought and along the lines of what I was wondering. I just sent you a message to chat more. @karstenkoehler great callout at the end for what would be that action to actually be accepted as a contact (lead) again. 

[karstenkoehler]

Hi @BMcCarty,

This is a topic that a lot of people have different opinions one. My take is: A contact is a marketing qualified lead if they have engaged with marketing content and thus shown their interested and a certain level of intent. This interest and intent is not taken away purely because a contact is disqualified.

The fact that a contact was dismissed by sales could be stored in the Lead status field. (I highly recommend this post with more information on how to best use this field: https://community.hubspot.com/t5/Ask-Me-Anything-and-Panel/AMA-Demystifying-HubSpot-s-lifecyle-stage....)

This would ensure that your reporting on MQLs generated also stays correct. Otherwise, you'd retroactively clean up the report which wouldn't quite match the reality.

How a contact would be re-synced to your CRM when they re-qualify depends on how exactly the sync works. A sync could be re-triggered by score or specific engagements.

Best regards!

[BMcCarty]

Thanks for the help! That got me thinking....

I guess I could use the Lead Status field to populate the disqualification reason, and apply negative lead scores based on the disqualification reason.  I could build a list that includes anything with certain disqualified Lead Status reasons and lead scores greater than or = to X and sync that so it creates a new lead if a disqualified contact re-qualifies... we use Dynamics if it makes a difference. Let me know if you see any flaws in that plan.  The help is much appreciated!

[karstenkoehler · Accepted solution]

Hi @BMcCarty,

Lead status could include the fact that a contact was disqualified. The reason could be stored in a specific reason field, for better reporting and to keep categories clean.

And yes, removing points for specific reasons, making it harder for a contact to reach a score again could be an option. Generally and technically that would work.

One thing you could consider is the actual disqualification reason. If a contact requalifies through a score, the same disqualification reason could still apply, e.g. lack of a budget. I'd recommend discussing with sales which criteria would have to be met for each reason for them to accept the contact again. Reaching the score might not be enough.

Best regards!