The business problem
Sales queues mix strong-fit accounts, low-intent requests and records that are missing context. A score without its reason can hide those differences. Reps need to know why a lead deserves a conversation and what they still need to ask.
The intended outcome
A prioritized sales handoff with account fit, evidence, the next question and an owner. Unknown budget, authority or timing stays unknown until the buyer provides an answer.
Evaluate handoff quality, owner response and accepted opportunities by decision group. A high score alone is not a business result.
A concrete example
Illustrative example, using fictional data. A fictional prospect requests a demo from a company that matches the target market. The message mentions a current reporting problem, but says nothing about budget. The result is “sales review”: the account context and the stated need travel to the owner, while budget stays an open question.
The workflow
01
Capture the request
Keep the buyer’s words and the lead identity.
02
Add account context
Enrichment supplies the relevant company facts.
03
Explain the decision
Your rules distinguish fit, intent and unknowns.
04
Route the handoff
An owner gets the evidence and the next question.
A lead decision a rep can understand, rather than an unexplained score.
Supporting evidence
Attention’s case study describes joining CRM, conversation and enrichment data to match buyers with AEs. Its booking flow uses evidence of fit in a live routing decision. Its story connects the underlying evidence to the sales handoff and the customer’s own operating rules.
Find the guide and implementation
Start with the guide
The procedures, commands and review checks live in Docs.
Choose the implementation
A prebuilt Play can supply a step. Your own workflow owns the complete business decision and handoff.
Supply account context for your own qualification rules.