Prospecting
Build account context, identify relevant contacts and organise buying signals. Ask which sources the agent uses and how it explains the result.
Design a research workflow →AI SALES AGENTS
Software that moves
sales work forward.
An AI sales agent uses a defined goal, business context and connected tools to perform a sales workflow. Its scope can range from preparation to permitted multi-step actions.
Lead qualification
Collect missing information and evaluate a lead against a specified customer profile. Define the handover when the information is incomplete.
Design a qualification workflow →Sales execution
Draft follow-ups, prepare meeting context and propose CRM updates. Match the permitted action to the reliability of the input.
Model task capacity →01 / PROSPECTING & OUTREACH
From account signals
to relevant preparation.
A prospecting agent can combine approved account information, customer-fit criteria and research tools to prepare a useful next step. Product documentation from HubSpot and Salesforce describes examples of this category [A04, A10].
Questions to define
- Which accounts and contacts are in scope?
- What information can the agent use?
- Is the output a research brief, a draft or an approved action?
- What happens when the evidence is missing or contradictory?
02 / LEAD QUALIFICATION
A useful handover
starts with context.
Qualification workflows can gather information and compare it with defined criteria. Microsoft documents a Sales Qualification Agent in Dynamics 365 Sales [A12]. Capabilities depend on configuration and provider terms.
A practical handover
Record the fit criteria, the information obtained, the source, unanswered questions and the next owner. A missing field should remain visible rather than be treated as a verified fact.
Build a qualification plan →03 / REVENUE WORKFLOWS
Connect preparation
with the next action.
Meeting preparation, follow-up drafting, CRM maintenance and opportunity review are possible sales-agent workflows. Outreach and Gong describe agent-based revenue operations in their own product materials [A01, A07, A08].
Define the action boundary
A suggested CRM update and an executed write are different outputs. Specify the fields, permissions, review step and exception route before introducing a live connection.
Explore the capacity implications →