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Lead Response Terminology

FunnelCake has a unified model for lead and contact management in Salesforce.

Assigned

A lead or contact is assigned when it has an Assigned Date – this field comes from your Salesforce instance.

Working

A lead or contact moves from Assigned to Working once a touchpoint is logged in Salesforce by the lead or contact owner.

This activity can be:

  • An email.

  • A call.

  • A completed task.

  • A calendar event scheduled in the future.

If you're using a cadence solution like Outreach or Salesloft, as long as the activities sync back into Salesforce, this should be captured.

Response Time

The response time is calculated from the Assigned Date/Time to the Working Date/Time.

Qualified

A lead or contact is marked as qualified when:

  • A lead has an assigned date, is worked, and is converted into a contact and associated with an opportunity through an Opportunity Contact Role in Salesforce.

  • A contact has an assigned date, is worked, and is associated with an opportunity through an Opportunity Contact Role in Salesforce.

Nurture

A lead or contact is marked as nurture when its lead or contact status is set to a nurture field. You can see your nurture fields here.

Unqualified

A lead or contact is marked as unqualified when its lead or contact status is set to an unqualified field. You can see your unqualified fields here.

Touches to Qualify

This is the number of activities logged in Salesforce by the lead or contact owner between the Assigned Date/Time and the Qualified Date/Time.