1 Reply Latest reply on Oct 23, 2015 4:22 PM by Grégoire Michel

    Question Around Identifying Why An Opportunity Goes Back to Marketing

      Hello All,

       

      We are currently building out our Marketo Production Site and we have an integration with Sales Force. We are building in a parameter that will allow our sales representatives to send a marketing qualified lead back to marketing but they have to provide a reason why (i.e. why the lead was rejected). We are wondering if you have any suggestions on some options that our drop down should have for sales to choose from based on your experience. Some things we thought include:

       

      -Budget not qualified

      -Authority not qualified

      -Need not qualified

      -Timeline not qualified

      -Not decision maker

      -Will never buy

       

       

      The purpose of this drop down would be to provide Marketing with insight as to why the opportunity was not accepted and what we should do moving forward to nurture further.

       

      I would be interested to hear if any of you have done something similar and if you have what were some of the options made available to the sales representatives to choose from when sending a lead back to marketing.

       

      Thank you,

      Angela

        • Re: Question Around Identifying Why An Opportunity Goes Back to Marketing
          Grégoire Michel

          Hi Angela,

           

          This list depends on your business. Instead of various "not qualified" items, I would prefer :

          • Budget not decided
          • Budget out of range/unsufficient
          • Authority not buying in
          • Need undefined / Unclear
          • Need not addressable
          • Timeline /dead line not set

           

          I would not use a "non decision maker" as usually, you would start with a sponsor, the source of the need, and that person might not be the decision maker, but this is fine.

           

          I would surely not use "will never buy" as one never knows "Out of target scope" is preferable, as it means the person / company is just not target for your offering.

           

          -Greg