Working inbound leads: response, qualification and feedback
Turn inbound requests into useful conversations: respond promptly in the way the form promised, open with what the person asked, qualify without interrogating, route non-sales enquiries, close each lead with a disposition and reason, and feed patterns back to marketing with clearly defined rates.
- Level
- Beginner
- Length
- About 50 minutes
- Contents
- 3 lessons · 1 video · final exam
- Status
- Published · updated 1 Oct 2026
Skills you'll practise
- Write a first response that answers what the lead asked, through the channel they were told to expect
- Research a lead quickly before first contact
- Route enquiries that aren't sales opportunities to the right team
- Record a disposition and reason code for every inbound lead
- Calculate median response time and acceptance rate with stated denominators
- Give marketing feedback that helps fix lead sources
Course outline
- 1.Working inbound leadsVideo · 2 min
- 2.Responding to an inbound leadLesson · 15 min
- 3.Qualifying and routingLesson · 15 min
- 4.Dispositions, cadence and feedbackLesson · 14 min
- 5.Working inbound leads: response, qualification and feedback: knowledge checkKnowledge check · 15 questions
- 6.An opt-out request during a sequenceScenario
- 7.Final exam11 questions · passing it completes the course, so people who already know the material can test out
Sources it draws on
The lessons and questions are written from these references, so learners can go back to the original.
- US FTC: CAN-SPAM Act, a compliance guide for business
- UK ICO: Business-to-business marketing (PECR and UK GDPR)
- UK ICO: Right to object (UK GDPR)
- General marketing and sales practice (starter content; have a subject expert review it)
See it with your own jobs and topics
Tell us about your team and we'll walk you through setup, from choosing jobs to your first skills check.