Disqualifying Leads using Meeting Queues: Custom Action

Understanding Meeting Queues and Disqualification

Meeting queues are powerful tools for managing inbound meeting requests. By defining specific criteria, you can automatically disqualify leads that don't meet your meeting requirements. This helps streamline your sales process and ensures that your sales team focuses on qualified prospects.

Defining Disqualification Criteria

To effectively disqualify leads, you need to establish clear criteria. This can be based on:

• Form Fields: Information directly captured from the lead's submission form.
• Enriched Fields: Data added to the lead's profile through enrichment services like Clearbit or Zoominfo.
• CRM Object Fields: Data from CRM objects like Lead, Contact, Account, or Company.

Note: Rules based on CRM object fields are primarily applicable to existing leads in your CRM and not for new inbound leads.

Creating Disqualification Rules in Meeting Queues

1. Access Your Meeting Queue Settings: Navigate to the settings section of your meeting queue management system.

2. Create a New Rule: Add a new rule to your meeting queue.

3. Define the Conditions: Specify the conditions that will trigger disqualification. For example:

• Form Field: "Company Size" is less than 10 employees. 
• Enriched Field: "Industry" is not in the "Technology" sector. 
• CRM Object Field: "Lead Status" is "Closed Lost."

4. Choose the Action: In the "Action" section of the rule, select "Custom action".

5. Specify the Disqualification Action: Choose one of the following actions:

• Show Thank You Message: Display a customized thank you message to the disqualified lead. 
• Redirect to a Landing Page: Direct the lead to a specific landing page. 
• Redirect to a Team Meeting Type: Assign the lead to a different meeting type, such as a group meeting or a follow-up meeting.

Example Disqualification Rule

Rule: If the "Company Revenue" is less than $100,000 and the "Industry" is not "Technology," disqualify the lead.Action: Show a thank you message and redirect to a landing page with a relevant resource.

Benefits of Disqualifying Leads

• Improved Sales Efficiency: Focuses sales team on qualified prospects. 
• Enhanced Customer Experience: Provides a more personalized experience by tailoring responses. 
• Data-Driven Decision Making: Enables better understanding of lead quality. 

By effectively utilizing meeting queues and defining clear disqualification criteria, you can optimize your sales process and achieve better results.