To enhance the lead routing process from the "Speak to Us" form on the website by introducing a “remote style” qualification question that directs qualified prospects to an AE's calendar and unqualified prospects to an SDR's calendar for further qualification.
Steps to Implement:
Define Qualification Criteria:
Use the existing drop-down select property on the "Speak to Us" form with the question: "What is your goal with Boundless?" The options are:
"I am an employer looking to employ abroad" (routes to an AE)
"I am an employee researching how to be legally hired abroad" (routes to an SDR)
Form Update and Design:
Update the Form:
Ensure the form captures responses correctly based on the provided options.
CSS Styling:
Match the new drop-down style to the existing website design.
Ensure consistency in the visual appearance of the form.
Routing Logic Development:
Routing Setup:
Implement logic to route qualified prospects (employers) directly to an AE’s calendar booking page.
Route unqualified prospects (employees) to an SDR’s calendar booking page.
Integration with HubSpot:
Ensure the HubSpot form is configured to redirect to the appropriate calendar page based on the selection.
Modify current routing from the form to the correct HubSpot calendar page if required.
Calendar and Booking Page Setup:
Create Calendar Pages:
Set up separate calendar booking pages for AEs and SDRs in HubSpot.
Ensure calendar availability and booking options are clear and functional.
Testing:
Test the form and routing logic to ensure prospects are correctly routed based on their selection.
SDR and AE Workflow:
SDR Qualification Process:
Train SDRs to use the SPI (Situation, Pain, Impact) framework from the SPICED methodology to qualify prospects.
Ensure SDRs book a follow-up meeting with an AE if the prospect is qualified.
AE Process:
AE to decide on deal creation and tag the BDR as the “BDR Owner” in HubSpot for qualified deals.
Technical Development:
Website Development (Managed by Dima at Boundless):
Update the form on the website to include the new question and make sure it displays correctly.
Ensure the form submission triggers the correct routing.
Sales Enablement:
Training and Support (Managed by Athena):
Provide training for SDRs and AEs on the new process.
Ensure continuous support and resources for the sales team to adapt to the new routing and qualification process.
Monitoring and Optimisation:
Metrics Tracking:
Track the number of leads routed to AEs versus SDRs.
Monitor conversion rates from SDR qualification to AE deal creation.
Optimisation:
Regularly review the process and make adjustments as needed to improve efficiency and conversion rates.
Roles and Responsibilities:
James (HubSpot Admin and Project Manager): Oversees the entire implementation process and calendar pages in HubSpot.
Dima (Website Developer at Boundless): Updates the website form and CSS and configures form actions.
Athena (Sales Enablement): Provides training and support for SDRs and AEs.
Sales: Ensure training and process adherence for their teams.
Expected Outcomes:
Improved lead qualification process.
Higher conversion rates from qualified leads.
Enhanced efficiency in handling unqualified leads.
By following this implementation plan, we will streamline the lead qualification process, ensuring that high-quality leads are promptly addressed by AEs while unqualified leads are effectively managed by SDRs, ultimately optimising the sales funnel and improving overall revenue operations.
Want to print your doc? This is not the way.
Try clicking the ⋯ next to your doc name or using a keyboard shortcut (
Form Qualification