The Unqualified Visitor

Protect your sales reps’ time by preventing unwanted meetings. Only offer the Qualified meeting scheduler to identified visitors that haven’t already been disqualified.

How to Build the Unqualified Visitor

Better support your sales reps by deprioritizing anonymous visitors and disqualified leads.

1. Connect Qualified to your Marketing Automation Platform

Form Experiences are triggered when a Marketo, Pardot, or HubSpot form is submitted. Once your form is built, verify that the MAP is connected with Qualified.

2. Build Segments

Create two new segments for lower-priority visitors. Your configurations may vary depending on your Salesforce setup.

To build a segment with visitors connected to previously disqualified opportunities:

1. Select the Contact object and then Related Opportunity via Account.
2. From the next drop-down menus, select Stage and is any of.
3. Then choose all stages that represent disqualified opportunities:
   

To assemble a second segment with anonymous visitors, select Field, Email, and is blank:

3. Create a Form Experience

Next, create a new Form Experience:

1. Click Show this experience to visitors that fill out.
2. From the right panel, pick which form to connect from Select form.
3. Insert a Branch action and set the criteria to your new Disqualified and Anonymous segments.
4. Click + OR:
   
5. Check the visitor’s form answers to learn if they’re disqualified. If your form includes a Number of Employees field, for example, choose your MAP, like Marketo Lead, and then that form field:
   
6. Below the Match branch, end the Experience or add a Start a conversation action to direct them to live chat with an available sales rep.
7. Below the No Match branch:
   1. Insert an Offer a meeting (fullscreen) action.
   2. Click the Route for Meeting step and then click Select Meeting type from the right panel. Choose a relevant meeting type.
8. When you finish building your Experience, click Save in the top-right corner.

Use Case

Looking to optimize their reps’ calendars, sales managers want to avoid meetings with unqualified buyers. Admin Anna creates an Experience that displays the Qualified meetings scheduler to only recognized visitors in the sales funnel.

When a disqualified lead arrives on TroveRobotics’ website, they can’t immediately book a meeting. Instead, the visitor fills out a form to request a sales meeting. Their request is handled at a lower priority, helping sales reps and AEs better manage their time.