Salescope: Qualifying a lead

Workflows

Salescope can be used to achieve many different goals. In this section we try to give you some pointers on how you could get the most out of Salescope. This section is certainly not exhaustive. Please let us know if you have any hints or tricks that you apply in your sales process. You might receive a little something, just saying.

Qualifying a lead

Visit a Salesforce scientist record page (i.e. Lead, Contact…)
Select the correct scientist from the search results
a. Review the name and affiliation
b. Review the fields of study
Pin the correct scientist
Review the scientist's market segmentation
a. Matched Market Landscape segments
b. AI generated fields of study
Review the scientist's seniority:
a. Number of papers
b. Number of grants
c. Total funding secured
Review the mentions tab:
a. Are they known with your company?
b. Do they use any of your companies products already?
c. Do they have an older version of your product?
Competitor and competitor product mentions
a. Do they typically buy yours or a competitor product?
b. Are they brand loyal?
c. Do they have a competitor product similar to yours?
d. Do they have a competitor product that performs worse than your product?
Review the recent activity:
a. Number of recent papers
b. Most recent paper
c. Number of active grants
d. Currently available funding
Review their collaborators:
a. Do you know any of their collaborators?
b. Is any of their collaborators likely to be a decision maker?
c. Is there any collaborator that could be a lead?

Updated on: 30/12/2021