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Event Details
Your sales success starts long before the deal—it starts with the lead. Join us for Start Smart: The Power of Good Lead Qualification, part of our Smart Growth Playbook series, to learn how strong qualification drives better data, higher conversion rates, and predictable revenue.
Discover why “garbage in, garbage out” still rings true, what great qualification looks like, and how to operationalize it inside SugarCRM. We’ll share best practices, use cases, and metrics that help leaders turn lead management into measurable growth.
Start smart—and build a sales process that wins from the very first step.
Instructor: Andrea Ayers
Recording date: December 9, 2025
Session Resources
- Slide Deck
- Handout & Answer Key
- Quick Video: Run the Business: Measuring and Managing Lead Qualification Performance
- Quick Video: How to Create the Average Lead Score by User Report
Questions and Answers
Q: Can you send the calculated fields from the session?
Lead Score Example:
- Create a Lead Role (Dropdown) field.
- Create a Budget (Currency) field.
- Create an Industry (Dropdown) field.
- Create a Company Size (Integer) field.
- Create a Lead Score (Integer) field with this calculated value formula:
add(ifElse(greaterThan($company_size_c,500),25,0), ifElse(or(equal($industry_c,"Technology"), equal($industry_c,"Manufacturing")),20,0), ifElse(greaterThan($budget_c,50000),20,0), ifElse(or(equal($lead_role_c,"Primary Decision Maker"), equal($lead_role_c,"Technical Decision Maker")),35,0),)
Data Completion Score Field:
- Create a Phone Complete (Integer) field with this calculated value formula:
ifElse(equal($phone_work,""),0,1)– these are either false or true - Create a First Name Complete (Integer) field with this calculated value formula:
ifElse(equal($first_name,""),0,1) - Create a Last Name Complete (Integer) field with this calculated value formula:
ifElse(equal($last_name,""),0,1) - Create a Lead Source Complete (Integer) field with this calculated value formula:
ifElse(equal($lead_source,""),0,1) - Create an Address Complete (Integer) field with this calculated value formula:
ifElse(equal($primary_address_street,""),0,1) - Create the Data Completion Score (Integer) field with this calculation value formula:
multiply( add( $phone_complete_c, $first_name_complete_c, $last_name_complete_c, $lead_source_complete_c, $address_complete_c),20)
Q: How do you qualify a web-to-lead prospect differently?
Short answer: yes, usually! But let me break it down a bit so it’s not just a shruggy "depends":
Why you might qualify a web-to-lead lead differently
Web-to-lead forms usually bring in the most raw, top-of-funnel leads. People might be casually browsing, downloading something, or kicking the tires. Because of that:
- Lower initial intent: They haven't talked to anyone yet — could be super cold.
- Minimal context: Forms tend to capture limited info unless you make them long (and nobody wants that).
- Higher volume, lower quality: Marketing forms tend to pull in more noise than, say, referrals or event attendees.
So typically, you'd apply stricter or more automated qualification to figure out if they deserve human attention.
When you wouldn't qualify web-to-lead differently
If the form represents high intent (e.g., Demo request, Talk to Sales), then it’s basically the same as any other strong inbound lead. The only thing that matters is the intent, not the channel.
So:
- Demo Requests → fast-track to sales
- Content Downloads → nurture + qualify later
Different source, different expectation.
For more information, check out the Web-to-Lead Forms section in the Product Guide.
Q: Do Most Companies Qualify Leads in Marketing or Sales?
(Revised Answer) Short answer? Most companies put initial lead qualification in Marketing, but final qualification lives with Sales.
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See Unlock Your Success with the Sugar Sell Foundations Series to learn more about the Sugar Sell Foundations Series.