In this article we will cover outcomes related to the Discovery calls (learn more here).
Discovery events are meant for calls where you'd want your Setters to find out if the prospect is the right fit for a closing call or not (call with sales team). Discovery call events are usually of shorter durations and have it's own outcome types.
This feature will save your closers time and improve efficiency and productivity of the Sales team.
Discovery events are available with Business and Enterprise subscription plans.
Adding discovery call "Approved" outcome
If the contact is the right fit for a sales call, setter will mark the outcome as Approved and schedule a closing call right away, by selecting proper event. Here's how:
Mark call outcome as Approved
Click on "Add Outcome" button and select "Approve".
Schedule a call with Closer
As soon as you click on the "Approve" button, you will be redirected to schedule a call with the sales representative:
Select the Event from the dropdown
Select to whom you would like to schedule the call:
select Round Robin to let our system choose available host of the event or
select a host Manually per your choice
Finish this step by clicking on "Schedule call" button, which will open your scheduler for selecting the time of the call.
Select date and time of a call with Closer
You will see the scheduler of the selected event with primary questions already filled in.
Simply, fill out the rest of the form, select the date and time and click on the "Schedule Call and Add Outcome" button.
Adding discovery call "Rejected" outcome
If a contact is not the right fit for a sales call, setter can mark it as Rejected and add the rejection reason. Here's how:
Mark call outcome as Rejected
Click on the "Add Outcome" button for the discovery call and select "Reject" option.
Select rejection Reason
Once you click on the "Reject" button you will redirected to second step to select the reason for rejecting the lead to schedule a call with the sales representative:
No Show - Lead didn't show up on the call, with no previous warning sent
Not Interested - Lead didn't pass the screening (not a qualified lead), as he's not interested anymore
Bad fit - Lead didn't pass the screening to qualify for a call with Closer per your internal criteria
Others - Any other rejection reasons, that can't be tagged as above mentioned.
For every reason there is an additional option to add additional notes that may be helpful for the Sales manager and team in general to understand why was lead rejected. We highly recommend adding them, especially for "Others" reason.
To finish the process, simply click on the "Add Outcome" button
Pro tips
In case a lead was overqualified who ended up on a call with setter who closed a deal, there is no need to schedule a new call with sales team and waste team members and prospects time.
Simply switch the call type from Discovery to Strategy and add proper outcome (learn how to do it here).
This feature also provides additional option to change the call host if other team member participated on the call, and should get contribution for the call outcome.
Learn more about Scheduled call outcome badges here.