Questions Indian sales teams actually ask.
Plain-English answers about lead scoring, priority queues, ₹ at risk, CRM alternatives, and how Leadkaun fits into a real sales motion. Each answer links to the product surface that solves it.
ScoringWorkflowMetricsSetupComparisonMigrationPricingProduct FeaturesLifecyclePerformanceSales Tech
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.
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.
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).
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.
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.
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.
This is the product behind the page.
Every lead graded A–F, a live Priority Queue per rep, and the ₹ at risk surfaced in real rupees — set up the same day.
Your reps open their queue tomorrow.
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