How to create your own customer Qualification tool


In this case we will be creating a customer qualification tool. This is a tool that lets a salesperson qualify a customer or lead based on different values.

Above you can see the final result of our SCOTSMAN or customer qualification tool.

Step 1: Introduction
We will create the SCOTSMAN which stands for:

  • S - Solution, do we have the right solution? Does the prospect bring only few objections
  • C - Competition, do we know the competition? Can we beat them?
  • O - Originality, is our solution original enough ?
  • T - Timing, the time plan has been discussed and agreed, is this realistic?
  • S - Size, is the expected revenue big enough to justify the effort? Do we have the necessary resources to implement the project?
  • M - Money, is there a budget allocated to the project?
  • A - Authority, is our contact the decision maker?
  • N - Need, do we know the business problem? Have the objectives of the project been discussed. 

We will qualify our customer, based on the outcome of these parameters.

Step 2: Create your template.

Step 3: Think about the right features.

  1. We want to know the opportunity's name
  2. Display the customer name when in session
  3. Score each parameter with a slider (YES or NO)
  4. Display a total result of the customer
  5. Possibility of adding additional comments
  6. Generate a PDF of the form 

Step 4: Start implementing these 6 features:

1. We want to know the opportunity name
Therefore we will use our dropdown survey option. In this tutorial you can have more detailed information about the dropdown function.
Open the d!NK tab in PowerPoint & press the Multiple choice option.

Select dropdown and fill in the desired fields.

2. Display customer name when in session
We want to automatically display our customer name when we start our session for that customer.
Choose the 'display customer name function' and place it in your PowerPoint.

You can find more information about this feature here.

3. Score each parameter with a slider (YES or NO)
We will be using the slider function to answer our scotsman questions.
Insert the slider by pressing the slider function.

Next, fill in the slider options.
- Define the slider Label (this will be used in our code later)
- Set the number of values on 2
- Display your value as No,Yes

Continue doing this for all the parameters.
* Make sure you change the labels for each slider.

The final result should look like this:

4. Have a total result
We want to display a total result of our customer.
To enable this, we make use of 2 features:  1) Computations & 2) Calculated result

1) Computations
Here we will put in our own code to calculate each parameter.

Below is an example of our code.
More information about computations can be found here.

An explanation of our code:

# Start with the variables -

var summary;
summary = 0;

## Set up the calculations -

if (data[scot_solution_c] == "Yes") {

summary = summary + 1;
- Where "scot_solution_c" is the label name of the slider -
- Do this for all the sliders, make sure to always change the label name -

  1. - To finish; calculate the total result and make it visible in the calculated result field -

data[qualification_score_c] = summary;

- Where "qualification_score_c" is the label name of the result field.

Press Create to submit your code.

2) Calculated Result
We have calculated the result using computations. Now we need to make it visible in the app, using the calculated result function.

Press the Calculated Result function:

Fill in the right label name:

*Notice that this needs to be the same as we put in our computations: data[qualification_score_c] = summary;

5. We want the possibility of adding additional comment.
This will be done using the open question function.
More information about open questions can be found here.

Press the open question function:

Fill in the open question options:
- The question: "Additional comments:"
- Survey Label & Excel label will be created automatically
- Select Display as text area.

This can be done for all the additional comments next to each question as well.
Our current result should look something like the image below:

6. Generate a PDF of the form & automatically sync it to my CRM
Last but not least, we want to provide a submit button to do the following:
1) Capture the data in a csv / excell sheet
2) Generate a PDF as attachment in an email
3) Sync the data to my CRM

These functions sound very difficult to do, this however is done in just a few minutes:
Press the submit button:

More detailed information about the submit button can be found here.

Fill in the right options for these features:
- Check "Make transparent" this will give us the opportunity to design our own button
- Check "Generate PDF" this will generate a PDF of our form as an attachment in an email.
You can prefill the fields below if you know the recepients and email content.

Press submit and your form has been created. You can now create your interactive publication. To see the results on your tablet.

You can download the Powerpoint of this sales tool here: 

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