Disqualification Reasons
This Lead is an Account Executive (individual contributor.)
Disqualification Reason = "Authority"
Bonus: send them the Individual Contributor Outreach Template
Director of Marketing told you they don't have the funds to make this purchase before end of the year.
Nurture Reason = "Budget"
Bonus: set a task to reach back out after Jan 1.
Navigate to this tab on the Contact page to see the history of which events the prospect has engaged with.
Campaigns tab
The SLA time for following up with a Hand Raiser
1 business day
The Contact Status that should be used when a meeting is scheduled with an AE.
TQL
The account that this person works for is a 3-person agency.
Disqualification Reason = "Small Agency"
VP of Sales at one of your Tier 1, qualified accounts has been ghosting you for the past 2 months.
Nurture Reason = "Unresponsive"
This score is used to help you prioritize how hot a Lead is and can be found on your Contact View as well as the Contact page
Lead Score
The SLA time for following up with an AQL
3 business days
The correct action to take when you're having a technical issue with lead follow-up tracking.
Email to revops@bombora.com
You keep getting email bounce notifications for this lead and cannot source a valid email address for them.
Disqualification Reason = "Inaccurate Data"
Director of Sales is hesitating to buy right now because they really need contact data to pair the intent data with, which is a feature we don't provide. You want to keep them warm for when they're more ready for Intent data.
This field on your Action Needed queue as well as the Contact page will tell you the last time that the prospect "raised their hand" to be contacted
Hand Raiser Date
Final state for an AE contact includes these Contact Statuses
Disqualify/Nurture with valid reason code + Qualified
The appropriate follow-up action to take with Non-ICP/Non-tiered accounts
Persona-based sequences
You've been unable to get in touch with the prospect and is cannot tell is the account is qualified.
Disqualification Reason = "Unresponsive"
VP of Marketing has told you that they aren't ready to buy. They have a goal of launching an ABM strategy in Q2 2022 and are in preliminary research phase.
Nurture Reason: "Timing"
Right side bar: Task object
Action Needed for a given contact is "Update Contact Status" and the contact in question is a VP of Sales at one of your Tier 1 accounts. What is the proper action?
Nurture Reason = "Unresponsive"
An AQL for one of your Top 10 accounts appears in your Action Needed queue. What should your first outbound email to the prospect look like?
Highly personalized. (using info from LinkedIn, website, etc.)
You've been reaching out to this contact for a while on various channels and they recently replied "take me off your list."
Disqualification Reason = "Do not contact"
Bonus: Email Opt Out - All = "Yes"
A decision was made by the CMO to go with a bidstream intent provider, but your champion has candidly has admitted that they don't know if the quality of the data will hold up and may come back to Bombora later.
Nurture Reason: "Competition"
The number of minutes MAX that you should be spending interpreting lead activity.
5-7 minutes MAX
Action Needed is AQL Follow-up, and the lead in question is a Tier 1 account. What does your first outbound email look like to this contact?
Highly personalized. (using info you can find on LinkedIn, website, the web.)
An AQL appears in your Action Needed queue for a Tier 2 account. How many personalized emails are you on the hook for before opting the contact into persona-based sequence?
1