Disqualifying Prospects

When communicating with a prospect you might gather information that enables you to disqualify the prospect for delivery to Sales. The disqualification is based on the Lead Scoring rules your team has in place. For example, the prospect might not be interested in the type of solutions your company provides or might not be the correct contact to pursue as he or she might not have purchasing authority or influence. You can disqualify the prospect by selecting any of the custom disqualification reasons established by your team, downgrade the prospect lead score, and add notes, which further explain why the prospect was disqualified.

To disqualify a prospect

1. Select the prospect to work on from the Call Center main list screen.

2. Click Disqualify.

3. Select a reason for disqualifying the prospect.

   You must define disqualification reasons for each Oracle CRM On Demand Marketing customer. Disqualification reasons are unique to each customer.

   The following are examples of disqualification reasons:

   • Not Interested

   • No Budget

   • Unable to Reach Prospect

   • In Selection Process with Competitive Solutions

   • Incorrect data

   • Wrong Contact - No Purchase Authority

   Disqualification reasons must be customized to your team's specific business practices. Your administrator is responsible for defining the disqualification reasons. For more information, see Configuring Telemarketing Disqualification Reasons.

4. If appropriate, downgrade the prospect lead score.

   This step prevents the contact being used for nurture campaigns.

5. Enter comments, if required, and click Confirm.

   On the Prospect screen, the Telemarketing Activity History section is updated with the results of your call score, queue changes, and notes. The prospect is removed from the telemarketing queue. The prospect is visible under the Disqualified view in the Call Center pane.

6. Click the Edit icon (pencil) to edit the followup date and notes sections of telemarketing activity history.