Qualify every inbound lead before the first call
Every new lead arrives with fit, urgency, likely pain, open questions, and a recommended next step in the CRM.
The problem
Sales calls start with twenty minutes of discovery that the website, CRM, and form response already answered.
What you get
A working system with the steps, tools, checkpoints, and expected return made explicit.
- Setup
- 60 minutes
- Back each week
- 4 hours
- Difficulty
- assisted
Expected return
The working case
A planning estimate, not a guaranteed result. Measure the first four weeks against your own baseline.
192
hours returned per year
At 4 hours/week across 48 working weeks.
1
week to earn back setup
Compare the setup estimate with the weekly time returned.
Operating contract
Input
The source material, constraints, and examples a human would need to do this work well.
Checkpoint
A person reviews judgment calls, sensitive content, unfamiliar tools, and irreversible actions.
Success signal
Track time returned, corrections required, and exceptions. Keep it only if the measured result compounds.
Before you start
- ·A defined ideal customer profile
- ·A CRM with a named lead owner
The steps
- 01
Define the five qualification signals that actually predict a good customer: firmographic fit, pain, urgency, authority, and budget evidence.
- 02
Trigger on a new form or CRM record and enrich only from approved public and first-party sources.
- 03
Have AI produce a one-page brief with evidence beside every score and “unknown” where evidence is absent.
Copy this prompt
Score this lead from 1-5 on fit, pain, urgency, authority, and budget. Cite the exact evidence for each score, mark missing facts UNKNOWN, then give the three best discovery questions. Lead data: [fields]
- 04
Route high-fit leads to an owner, low-fit leads to nurture, and ambiguous leads to human review.
What it runs on
Where this goes wrong
- Never let an inferred budget or title masquerade as a known fact.
- Audit routing by segment; historical CRM data can reproduce old sales bias.
Definition of done
Run it for four weeks. Then make it earn its place.
- □ Baseline the manual time before launch.
- □ Keep a human approval step for consequential output.
- □ Record corrections and exceptions, not just successes.
- □ Expand, revise, or retire it after the first review.
Build the system around it
Related workflows
If this one stops working, tell us. Three reports in a month and it leaves the library until a person has looked at it again.