Lead follow up and SLA

ICP Inbound leads need to be followed up on within 8 business hours of them being created, each lead should receive a minimum of 8 touches.  THIS report has a weekly list of inbound leads with an account score above 10, SDRs should subscribe to a daily update of the report.

If a lead comes in for an account where you are the owner, you will automatically be notified and the lead will have you as the lead owner.  If you are on the SDR team and picking up inbound leads, make sure that you are the lead owner before starting your outreach .

Once  you have moved the lead to your name and started your outreach make sure to mark the lead as "in progress."  If the lead is not relevant or has fake information mark the lead as unqualified and be sure to add an unqualified reason.  This should only be used for leads that are not ICP or fake/bots.

When you have booked a meeting you can move the lead stage to "waiting for intro call" and the lead should be converted to a contact when an opportunity is open and the meeting takes place.  If the meeting is a no show and we cant reschedule it should be moved to closed lost.