Configuring Telemarketing Disqualification Reasons

Call center agents use telemarketing disqualification reasons to flag prospects assigned to their queues who are disqualified or not appropriate for referral to Sales for followup. There might be many reasons why a prospect is disqualified and all of them might not mean that the contact information is inaccurate, incomplete, or that the prospect is a dead end. Disqualification reasons are completely customized in line with your organization's business processes, and how your team defines both qualified and disqualified states. You can create as many disqualification reasons as you want. Some examples of disqualification reasons are the following:

• Not interested

• No budget

• Unable to reach prospect (The prospect is not responding to calls or emails.)

• In selection process with competitive solutions (The prospect is already selecting a competitor's product.)

• Incorrect data

• Wrong contact (No purchase authority)

Using precise disqualification reasons helps you to download target lists for all prospects disqualified for a particular reason and start campaigns to try to resurrect these prospects or learn more about them. For example, if a prospect is disqualified now with the selected reason of No Budget, it is possible that the budget might be allocated for the prospect's project at a later date. Continuing to nurture such prospects can result in additional responses, which helps you to qualify the prospect later. Staying active with the prospect and providing information relevant to the prospect might result in a favorable opinion of your company's solutions if a prospect advances to the stage where there is a budget and is researching technical solutions actively.

Creating Disqualification Reasons

To create disqualification reasons, follow this procedure.

To create disqualification reasons

1. Navigate to the Disqualification Reasons list screen, and click New Reason.

2. Enter the name and description for the new disqualification reason, and then click Save.

   The new disqualification reason appears as a choice in a list that agents can select from.