ACT_PROTOCOL_03 // PROTOCOL_SPEC
Next-Best-Action Logic
Translate engagement evidence into a specific Sales move—who to contact, what narrative to use, and what asset to send—so the handoff is immediately actionable.
Handoffs Fail Without Clear Instructions
Even with high-intent data, Sales stalls if the next move isn’t explicit. NBA logic prevents generic, 'just checking in' outreach by aligning talk tracks to the specific buyer role, stage, and implied objection discovered by the OS.
CRITICAL FAILURE MODES
- ✕ SDRs default to generic sequence templates that ignore buyer stage context
- ✕ The wrong persona gets contacted first, accidentally collapsing internal multi-threading
- ✕ High-value assets are sent at the wrong time, failing to address the buyer's current risk lens
NBA Decision Logic
NBA INPUTS
Reason Code Type (Trigger Scenario)
Stage Inference (Eval / Validate / Procure)
Committee Role Gaps (e.g., Missing EB)
Proof Types Consumed (ROI vs. Technical)
Account Tier + CRM Opportunity Status
→
NBA OUTPUT
Actionable SDR Instruction
Logic: [Reason Code] + [Role Gap] + [Stage] → Contact Target + Talk Track + Asset
PLATFORM ON (CRM Tasks + Sequences)
We generate dynamic SDR tasks with populated NBA fields and automatically enroll contacts into stage-matched sequences based on the trigger logic.
Rule: RC34 (Security Gap) → Task: Contact IT Security lead + Send Compliance Packet
PLATFORM OFF (NBA Playbook)
We deliver a static NBA decision tree that SDR managers use to train teams on consistent messaging and asset selection based on trigger codes.
Decision: If EB engaged → Use ROI narrative; If EB missing → Use 'Request Introduction' track
Artifacts You Receive
- ✓NBA Decision Tree (Reason Code → Action mapping)
- ✓Role-Based Talk Track Library
- ✓Asset Bundles aligned by Objection Type
- ✓CRM Task Template with NBA Instruction Fields
Implementation Steps
WK 1
Map your top reason codes to the single best SDR 'Next Move' for each scenario.
WK 2
Build the talk track and asset bundles for Champion, EB, and Evaluator personas.
WK 3
Deploy the NBA task logic and measure reply rates vs. baseline 'generic' outreach.