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[en] Lead Response Terminology

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

[en] Assigned

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

[en] Working

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

[en] This activity can be:

  • [en] An email.

  • [en] A call.

  • [en] A completed task.

  • [en] A calendar event scheduled in the future.

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

[en] Response Time

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

[en] Qualified

[en] A lead or contact is marked as qualified when:

  • [en] 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.

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

[en] Nurture

[en] 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.

[en] Unqualified

[en] 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.

[en] Touches to Qualify

[en] 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.