Table of Contents

How Do I Work Inbound Leads?

What are leads? Our leads only come from our website today - trials, demo, and quote requests.

Statuses and assignments:

  • Prospect, Trial, Expired: < 180 Days
    • Assigned to Account Executives
  • Recently Expired, Active Customer: > 180 Days
    • Assigned to Success Managers
How do I work my leads?
  1. In Longhorn, click on the Leads tab. Click the drop-down and select "My Active Leads". Click on this link to view a how-to video.

OR

Navigate to the New Sales Dashboard 2022. 

  • Scroll down to the All Active Leads report. Click the light blue bar above your name to open all of the leads that you have not yet worked. 
  • MQL lead status means it is an inbound lead that requires immediate attention.
  1. Click on the name in the Name column to open the lead record. Within the lead record, hover over the Campaign History on the right. A dropdown will appear, showing the lead campaign history.
  1. Within the lead record, map the School/District name provided to the Account Information School/District Name. Click the pencil next to School/District Account and search for the appropriate School or district Name based on the info provided in the lead record. Always select the school or district name in the School/District Account, not the trial account. Customer or not - when you find their account in Salesforce, link it here. Click on this link to view a how-to video.
  1. Change the status to “First Call/Email” once you’ve reached out. Continue to update the status as you work the lead record. Click on this link to view a how-to video. When you are ready to create an opportunity for a prospect, convert the lead. Click on this link for the article on how to convert a lead.
  2. Log all calls, tasks, and emails to the lead record. You can do this manually on the record or use the Outreach extension.
Please ensure you have imported the lead and mapped it correctly within Outreach to ensure the activity records on the lead record.
  1. Update the Lead status as you work the lead record:
  • First Call/Email: Change status to first call/email when the first call or email occurs.
  • Engagement: Change status to engagement when the lead has answered/replied but has not scheduled a demo.
  • Demo Scheduled: Change status to demo scheduled when a demo is scheduled.
  • Demo Completed: When you complete the demo, mark the lead status as "Demo Completed".
  • Disqualified: Change status to disqualified if the lead is not a qualified lead, select DQ reason from the drop-down.
  • Converted: Click on the Convert button to convert the lead when you are ready to create an opportunity. When a lead is converted, Salesforce uses the information stored in the lead record to create an account, a contact, and an opportunity. If the account already exists (most will), new contact and opportunity records will be created and associated with the existing account.
How do I work an Inbound that is a contact record?
  1. If you have an inbound that is a contact record - you will be assigned a task to follow up on the lead. Click on this link to view a how-to video.
  1. Log all of your calls, tasks, and emails on the contact record.

When should I mark a lead as Disqualified? Click on this link to view a how-to video.

  • Looks like spam
  • Is a student
  • Is not a teacher/admin/educator

How did we do?

How Do I Prospect Using Quick Call? (Account Executives)

How To Create Activity Records Associated With Opportunities

Contact