Questions
Straight answers, no throat-clearing.
The questions Indian B2B sales teams actually ask us, each one answered in a sentence first and explained properly after. If the honest answer is “you don't need us for that”, that's the answer you'll get.
Scoring
What is lead scoring?
Lead scoring is a system that ranks every lead by how likely they are to convert. Modern scoring uses three independent scores, Fit (ICP match), Intent (engagement), Quality (data reliability), that combine into a Grade A–F. Unlike qualification (a yes/no gate), scoring is continuous and updates with every signal.
What is a Grade A lead?
A Grade A lead is the highest-priority lead grade. In Leadkaun, Grade A requires Fit ≥ 65, Intent ≥ 60, and Quality ≥ 60. Grade A leads should be called within 24 hours. They convert at materially higher rates than lower grades when contacted in that window.
What is Fit Score?
Fit Score (0–100) measures how well a lead matches your Ideal Customer Profile. Weights: industry (30) + geography (20) + business type (20) + role (15) + budget (15). Fit is static. It doesn't change unless new ICP info arrives.
What is Intent Score?
Intent Score (0–100) measures engagement with time decay. Source baseline + call (+15) + WhatsApp reply (+10) + meeting (+25). Decays −3 points/day after crossing threshold. This is what keeps stale leads from lingering at Grade A forever.
What is Quality Score?
Quality Score (0–100) measures data reliability. Valid phone (30) + email (15) + company (15) + inquiry clarity (20) + source reliability (10). Leads under 20 = Grade F = junk, auto-discarded.
What is Intent Decay?
Intent Decay is the automatic drop in a lead's Intent Score over time with no engagement, typically −3 points per day after crossing a threshold. Prevents stale leads from lingering at Grade A forever.
Why does my lead have a low grade?
Usually one of three things: the lead does not match the customer profile you configured, it has gone quiet and its intent has decayed, or the record itself is too incomplete to trust. Those are separate problems with different fixes, which is why Leadkaun shows three scores rather than one number.
Workflow
What is a Priority Queue in sales?
A Priority Queue is a ranked list of leads per rep, re-ranked in real time as signals arrive. It tells the rep exactly who to call next, top-down, instead of letting them pick by gut feel or recency.
What is the Morning Brief?
A daily 8:30 AM IST email to each rep and manager with ₹ at risk today, top Grade A leads to call, and overdue follow-ups. It's the ritual that sets the day before stand-up or coffee, without anyone opening a dashboard.
How do I track WhatsApp conversations for sales?
Use Leadkaun's 3-tap logging: after each meaningful WhatsApp reply, tap the stage (first-reply, asking-questions, objection, meeting-booked, ghosted), tap intent (high/medium/low/negative), tap outcome (progressed/stuck/closed). Takes 10 seconds. Feeds the Intent Score.
How do I build a lead prioritisation system?
Grade every lead A–F (Fit + Intent + Quality), rank by composite score (grade + overdue bonus + engagement trend + recency), work top-down every morning. Start manual in Google Sheets for 50 leads; automate with Leadkaun past 200 leads.
Metrics
What is a Missed Opportunity Engine?
A Missed Opportunity Engine attaches a rupee value to every stale lead, 'Grade A, 48 hours stale, ₹12L at risk', turning abstract overdue alerts into concrete financial ones. It's the leading indicator of revenue leakage.
What does ₹ at risk mean?
₹ at risk is the total rupee value of stale leads across your pipeline. Computed as (avg deal value × grade conversion rate) summed over overdue leads. For a 10-rep Indian B2B SMB, baseline is typically ₹2–5 lakh per week.
How do I calculate the cost of a missed lead?
Cost = (average deal value for that grade) × (grade-specific conversion rate) × 1 lead. For a real estate team: ₹45L avg deal × 10% Grade A conversion = ₹4.5L per stale Grade A. Multiply by N stale leads for aggregate ₹ at risk.
What's a good lead response time for Indian B2B?
Depends on industry and grade. For Grade A: real estate under an hour, EdTech 2 hr, BFSI 4 hr, B2B SaaS 6 hr, manufacturing 24 hr. Leads contacted within the hour are far more likely to qualify than those chased a day later (HBR).
Setup
How long does Leadkaun onboarding take?
The same day from signup to first scored lead in the Priority Queue. The 6-step wizard covers industry, ICP defaults (skippable), CSV/Sheet import, stages, rep targets. No consulting engagement required.
What is an Ideal Customer Profile (ICP)?
An ICP is the firmographic profile of your best-fit customers, industry, company size, geography, role of primary buyer, budget tier. It drives the Fit Score component of lead scoring.
Comparison
How is Leadkaun different from a CRM?
A CRM (Zoho, HubSpot, Salesforce) records what happened. Leadkaun is a Sales Behaviour OS that reshapes what reps do next, grading leads, building priority queues, surfacing missed ₹. They're different categories and often run alongside each other.
Can I replace my CRM with Leadkaun?
For most Indian SMBs under 30 reps: yes, eventually. Teams usually run Leadkaun alongside their existing CRM (Zoho, LeadSquared, etc.) for 60 days, prove the behaviour-layer ROI, then consolidate. Larger enterprises often run both permanently.
Is Leadkaun better than Zoho CRM?
Different categories, different jobs. Zoho is a CRM (records what happened, workflow customisation). Leadkaun is a Sales Behaviour OS (reshapes rep behaviour, grades leads, surfaces ₹ at risk). Most teams run both, Zoho for records, Leadkaun for behaviour, or switch fully when behaviour-layer ROI proves out.
Migration
Pricing
Product Features
Lifecycle
What is an SQL (Sales-Qualified Lead)?
An SQL is a lead that crosses the sales-ready thresholds. Its Fit and Intent scores both clear the cut-offs you set (defaults 55 and 45). In Leadkaun, crossing SQL immediately alerts the assigned rep with a realtime in-app toast and an email.
What is an MQL (Marketing-Qualified Lead)?
An MQL is a lead qualified by marketing behaviour (content downloads, webinar attendance, pricing page visits) but not yet sales-ready. Upstream of SQL in the B2B funnel.
Performance
Sales Tech
Lead Quality
Are IndiaMART leads genuine?
Most are real people making a real enquiry, but a large share are price-shoppers, competitors, traders and wrong-fit buyers rather than fraud. The practical question is not whether they are genuine but which ones are worth a call today, which you answer by grading behaviour rather than inspecting the enquiry.
Why don't JustDial leads convert?
Usually because the enquiry is shared with competing providers and decays within hours, so the provider who calls first wins it. Slow, unranked follow-up turns a workable source into a sunk cost, and the fix is response speed on the leads worth responding to.
Ready when you are
Still have a question?
The fastest answer is usually the product itself. Import a CSV and watch it grade your own leads — no card, no sales call.
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