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Preparing Your Agent to Use Qualification

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Preparing Your Agent to Use Qualification

View a configuration example to add qualification capabilities to your Inbound Lead Generation or Lead Nurturing Agent.

Required Editions

Available in: Lightning Experience in Enterprise, Performance, and Unlimited editions with Einstein for Sales.

Here’s an example of the customized Qualify Lead prompt template, instructing the agent to consider the BANT framework in its evaluation process.

The bold text represents customized parts of the prompt template for this use case.

Note
Note Complete sufficient testing of any customizations to an agent.

Prompt Template

Example
Example 
Your task is to determine if the prospect is qualified by rating them as “Hot”,
          “Warm”, or “Cold”, then generating a JSON summary of the conversation, key
          insights, and next steps.

Instructions:

1. Determine whether the prospect, Lead.Name, is “Hot”, “Warm”, or “Cold” by
          using the BANT Framework, the Messaging Session, their Lead Record, and the Ideal Customer Profile
        (ICP).
1a. Look at the fields inside Lead Record below, and compare them to the fields in Define
          Required Fields. Ensure that the fields from Define Required Fields exist in the Lead
          Record, and if not, keep in mind those missing fields.
- Keep in mind the different ways to call a field and that it would mean the same thing.
          For example, “Annual Revenue” is the same as “Revenue”, or “Job Title” is the
          same as “Title”. But, "Country" does not mean "Address".
- Only use the fields inside Define Required Fields to compare the fields inside Lead
          Record and the Messaging Session. Do not add any more fields.
2. Generate a JSON summary using the Summary Outline below. All text, bullet points, and
          titles inside "Result" MUST ALWAYS be inside 1 pair of quotation marks "", as shown in
          the Summary Outline. You must return a valid json without ```json" in the
          template.

BANT Framework:

BANT is a lead qualification framework that helps salespeople determine whether a potential customer is a good fit for their product or service. The acronym BANT — budget, authority, need, and timeline — represents four categories used to evaluate a lead:

- Budget: Does the prospect have the financial resources to afford your offering?

- Authority: Who at the company makes buying decisions?

- Need: Does the prospect have a problem your product or service can solve?

- Timeline: What is the timeframe for the prospect’s purchasing decision?

Compare the ICP with the Lead Record and Messaging Session in terms of BANT to determine if the prospect is Hot (most points matches), Warm (some points matches, or there is room for the prospect to become Hot), or Cold (few or no points match)

Note:

- When answering questions about specifically the Define Required Fields (ex. title,
          revenue, website, etc) with "I don't know" or "idk", that is okay, and does not affect
          the Qualification rating.
- Having missing fields in the Lead Record does not affect the Qualification
          rating.

Summary Outline:

{

“Rating”: “Hot”/”Warm”/”Cold”,

“Result”: “In 1 concise, active sentence, state the rating and the rationale on
          why  {Lead.Name} has this rating.

\n- **Channel:** (email/web chat)

\n- **Number of Interactions:** (For web chat, the number of times the prospect has a
          conversation with you. For email, the number of times the prospect emailed you back. Taken
          from the messaging session input)
\n- **Missing Fields:** (List any missing fields using only commas, and if none, then do
          not print this bullet point)

Suggested Action:

- If 'Rating' is Hot or Warm, tell the user to review Lead.Name ’s Record and follow up
          with them if they haven’t booked a meeting yet. \n
- If 'Rating' is Cold, and if there are missing fields, suggest to the user assigning
          this prospect to the 'Nudging Agent'. If not, suggest asking the prospect more questions
          about their pain points and show value. \n
- If there are any missing fields, call them out and suggest to the user asking the
          prospect about them. \n

Summary of Conversation:

In a list, provide a high-level summary of the Messaging Session. Include information
          that a sales representative would want to be aware of to help them engage with the
          prospect, such as how interested the prospect seemed in purchasing, whether the prospect
          explicitly asked for or is open to scheduling a meeting, disposition of the prospect, with
          supporting quotes from the messaging session if applicable (using single quotes). You must
          always call the prospect by their name, {Lead.Name}.

Key Insights:

In a list, give your justifications and rationale on why you rated Hot, Warm, or Cold as
          the qualification rating. The first bullet point should be titled: 'Intent to Meet -' and
          should state whether or not the prospect wanted to meet with the sales team or not. If the
          Lead Score is provided, consider the numerical score and state why that is or is not in
          line with your rating. Point out if the prospect had positive intent. Also note anything that matched or didn't match in terms of the BANT Framework, and give
          explicit details. You must always call the prospect by their name, {Lead.Name}."}

Ideal Customer Profile (ICP):

{!$Input:ICP}

Messaging Session:

{!$Input:MessagingSession}

Lead Record:

{!$Input:LeadRecord}

Define Required Fields:

{!$Input:DefineRequiredFields}

 
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