Lead Management

[Stacks42]

Our org uses LifeCycle stage in Tandem with a Contact Type property. For example:

When a contact is lifecycle stage Lead or MQL, the contact type will typically be "Prospect". I'm wondering if it makes any sense to clear/remove or change the contact type so it doesn't read "Prospect" after a lead is already disqualified. We use the lead object to manage the lead through the lead funnel that way.

I can't decide if it makes sense to keep the LifeCycle stage and contact type the same after disqualification. I suppose it would be nice just to use the Contact Type = Prospect to see the current active prospect pool at any time?

is there value of leaving it the same and just using the Lead Status? Maybe they could re-engage in the future as a prospect too. i.e. Bad Timing or Budget reasoning.

[karstenkoehler · Accepted solution]

Hi @Stacks42,

That mostly depends on what purpose you have for the contact type property.

Personally, I use it to designate which "lane" a contact sits in. If they're going through the buyer's journey, they're a "Potential customer or customer". Other values would be partner, journalist, employee etc.

Disqualifying a contact wouldn't remove them from that lane since, as you said, they could reconvert.

If you maintain a disqualification reason field, that let's you identify these contacts easily. No need to clear their contact type.

Unless, of course, this property serves a different purpose for you.

Best regards!