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SCRUBIT - Lead and Contact Qualification

Intelligent Lead Scoring and Qualification

Overview

Guided Lead Qualification for SDRs/BDRs through a series of pre-oppty qualification questions for automated lead scoring Enable sellers to ramp faster, bring uniformity to the lead qualification and assure AEs a high quality scored Oppty with insights

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  • Balanced assessment of leads/contacts with relevant criteria grouped by SCRUBIT elements: Source-Competition-Requirement-Use case-Buyer-Interest-Timeline. Configurable sequence, weights, score for each element to drive effective, consistent qualification

  • Guided qual questions with built-in micro-learning that enable new sellers to be a pro and achieve the quality & uniformity in lead qualification process. Process automation, intelligent scoring, dynamic playbook for effective conversation at each stage.

  • Intelligent scoring, disciplined data capture and elimination of subjective assessment ensures quality of leads that exceed threshold. AEs can spend time only on high quality opportunities with notes rich data captured for each of the SCRUBIT elements.

Enableocity has developed an innovative framework, SCRUBIT to qualify a lead or contact effectively using automated scoring coupled using weights & AI/ML. SCRUBIT framework is comprised of 7 key elements to determine whether a lead /contact is a real opportunity or not. SCRUBIT acronym is derived from 1st letter of each element: - Source - Competition - Requirement - Use case - Buyer - Interest - Timeline Initial set up include curating relevant qualification criteria for each element based on historically proven criteria & field interviews. Weights & scores finalized for each element and associated criteria based on its influence to qualify a lead can be configured in SCRUBIT Home screen. Admin can add instruction & guided question to aid sales conversation. Configurable options in home screen enables sequencing of SCRUBIT elements in Lead or Contact page, enabling the relevant SCRUBIT element at various Lead stages, enforce mandatory data capture at each stage of Lead cycle & automate the stage change upon data capture and scoring. Lead page will have a SCRUBIT tab with guided questions, note capture & dynamic playbook for effective sales conversation.

Categories

Business Needs
Sales Intelligence
Features
No Limits
This product's apps, tabs, and objects don't count against your Salesforce org limits. Learn More in Help
Lightning Ready
Optimized for Salesforce orgs that use Lightning Ready.
Managed Package
This product is installed in your Salesforce org as a managed package and receives automatic upgrades.
No Limits
Lightning Ready
Managed Package