Blueprint for Lead Qualification

Objective: To guide Zylker's sales reps at every stage of scheduling a product demo. This Blueprint will also act as a call agent script, thereby helping a sales rep with product descriptions while they are on the phone with a prospect. This solves the problem of inconsistency in what sales reps say to leads over a call.

Basic Details and Process Flow
Transition Settings and Execution

Enter Basic Details

Pre-requisites

Under Setup > Customization > Modules > Leads.

Create two custom fields called: Demo time (Date-time field), Primary Address (Multi-line field).
Create a custom pick-list field called "Call Status" with the following values.
Not Contacted Responded Greetings Product Brief Not Responsive
Demo scheduled
Contact in future
Lead Lost
Attempting to contact
Nil
Create a custom pick-list field called "Product interested in" with the following values.
Home theatre systems LCD Projecters Video game consoles 5.1 multimedia speakers USB Condenser microphone

Not Contacted	Responded	Greetings	Product Brief	Not Responsive
Demo scheduled	Contact in future	Lead Lost	Attempting to contact	Nil

To enter basic details

1. Go to Setup > Automation > Blueprint.
2. Click Create Blueprint.
3.
In the Create Blueprint popup, specify the following details:
- Blueprint name: Call agent script for LCD Projector Demos
- Module: Leads
- Layout: Standard
- Choose field: Call Status
- Criteria: Product interested in is LCD Projectors.

4. Click Advanced Configuration and activate Continuous Blueprint.
5. Choose Owners of this Blueprint.
6. Click Next.

Notes

Continuous Blueprint is one in which the stages in a process are executed one after the other without a pause. Hence it is ideal for call scripting.
For the same reason, a Continuous Blueprint cannot have multiple "Transition Owners", as the process is not intermittent. Example, a call script will be executed from start to end by a single person - this owner can be defined in the Create Blueprint page.

Design Process Flow

1. In Blueprint Editor, drag and drop all the States (stages) that form a part of the process.
2. Establish the process flow between the States by connecting the nodes in the State buttons.
3. Create Transitions by clicking on the + button between two States. (To delete a transition, simply right click on the transition line and click Remove Transition)

Overview Transition Settings and Execution

Configure Transition Settings

Following are the instructions to configure each Transition included in the Leads Qualification Blueprint for Zylker. Click on each Transition header to reveal the Before, During and After Transition settings.

New

Before Transition	During Transition	After Transition
Criteria: None	Add Message: "Enter phone number and email if not already available." Add mandatory fields: Email & Phone	None

Before Transition

During Transition

After Transition

Criteria: None

Add Message: "Enter phone number and email if not already available."

Add mandatory fields: Email & Phone

None

Attempt to call

Before Transition	During Transition	After Transition
Criteria: None	None	None

Answered

Before Transition	During Transition	After Transition
Criteria: None	None	None

Lead Interested

Before Transition	During Transition	After Transition
Criteria: None	Add Message: Hi! Good morning. This is Grace from Zylker Multimedia Pvt Ltd. I hope you recall that we met at the ()Leads - Name of Tradeshow last week.* I am calling to find out if you are still interested in checking out our range of LCD Projectors. Is this a good time to talk? () - Insert Merge Field using the character # Make Notes as Mandatory*	None

Product Brief

Before Transition	During Transition	After Transition
Criteria: None	Add Message: General description: Zylker YT786 multimedia projector is great for business and classroom needs. It is power saving, eco-friendly and comes with Blu-ray Full HD 3D Supported functionality. Details: Resolution: XGA Brightness: 3,000 ANSI lumens Colors: 1.07 Billion Colors Aspect Ratio: 4:3	None

Schedule Demo

Before Transition	During Transition	After Transition
Criteria: None	Add Message: Please let me know when would be a good time for us to schedule a product demo session? Perfect! Thanks for your time. Our team will meet you on the scheduled date and time. (INSTRUCTION: Make notes about specific requirements to be added to the demo for this lead) Add Mandatory Fields: Demo time, Primary Address. (Note that these are custom fields that you could create before designing the Blueprint) Make Notes as Mandatory	Send Email: Associate Product Demo notification email to Sales Manager. Task: Associate a task called "Arrange for demo" to the record owner.

Lead Not Interested

Before Transition	During Transition	After Transition
Criteria: None	Add Message: Make notes about why lead is not interested in the product, be it price, product unfit etc. Make Notes as Mandatory	None

No Answer

Before Transition	During Transition	After Transition
Criteria: None	Add Message: Make a note of when the lead is next available for a call. Make Notes as Mandatory	Task: Associate a task called "Contact Later" to the record owner.

Contact in Future

Before Transition	During Transition	After Transition
Criteria: None	Add Message: Make a note of when the lead is next available for a call. Make Notes as Mandatory	Task: Associate a task called "Contact Later" to the record owner.

Once you have configured the Transition settings, save the Blueprint. Now we are ready to execute this continuous Blueprint. Click Done to see how this process is executed.

Execute Blueprint

To execute the Lead Qualification Blueprint

1.
Create a new lead with the following field values.
- Call Status: None
- Product interested in: LCD Projectors
2. Go to the new record's detail page. A Blueprint strip displays the "Current State" of the record and the Transitions available at that State.
3. Say you are now all set to make a call to a lead in order to schedule a product demo. Click Check contact details. This opens a popup window which prompts you to enter the Phone number and email address of the lead. This way, CRM prompts important information from the users, contextually. Once you have entered the required details, click the next Transition - Attempt to Call.
4. Let's say the lead answers your call. Click Answered.
5. In the next set of Transitions, you see that the lead may be interested, not interested or may ask you to call later. For this example, click Lead interested.
6. A popup window displays the script to help the agent begin the conversation with the lead.
7. Next, if the lead is further interested, click Product Brief and read the description off the script.
8. If the lead agrees on scheduling a demo. click Schedule Demo, and enter the Demo date, time and address.
9. Once this final Transition is done, you will see that the Call Status of the record has been updated to "Demo Scheduled". At the same time, you will also notice that a task for arranging demo and a demo notification email have automatically been triggered, as per the "After Transition" settings in Blueprint.

You have successfully executed the Lead Qualification Blueprint.

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