ACT_PROTOCOL_02 // PROTOCOL_SPEC
Reason Codes + Evidence Trails
Every handoff includes a reason code + evidence trail—so SDRs see exactly why the account is hot, what changed, and what to do next.
Sales Ignores Alerts Without Proof
Generic alerts like 'surging' or 'engaged' don’t drive action. SDRs need a specific story: who engaged, what they consumed, and what that implies about their buying stage. Reason codes turn abstract engagement into a usable Sales payload.
CRITICAL FAILURE MODES
- ✕ Alerts lack the 'why' and are treated as low-priority noise by top reps
- ✕ SDRs waste time researching what the buyer already told us through their clicks
- ✕ Marketing cannot diagnose why certain handoffs fail to convert into meetings
Evidence Packaging Logic
EVIDENCE INPUTS
Top Engaged Roles + Contacts
Content/Assets Consumed (Proof Type)
Intent Topics + Recency
Stage Behaviors (Pricing, Comparison)
Cross-Channel Touch History
→
SALES PAYLOAD
Reason Code + Evidence Trail
Logic: [Trigger Type] → Reason Code → Evidence Summary → Recommended NBA
PLATFORM ON (Automated Writebacks)
We write a compact reason code + evidence block into CRM fields and notify SDRs via Slack with a readable summary and link to the evidence dashboard.
RC41: EB + Evaluator engaged (7d) → Action: Send ROI proof + Book discovery
PLATFORM OFF (SDR Alert Template)
We implement a repeatable evidence template for manual Slack/email/CRM tasks so every handoff remains structured and actionable.
Alert Template: Who (roles), What (assets), Why (stage inference), Next (NBA)
Artifacts You Receive
- ✓Reason Code Library (20–40 common triggers)
- ✓Evidence Trail Template (Compact + Expanded)
- ✓CRM Field Schema for Proof + Context
- ✓Handoff Notification Formats (Slack/Email/Task)
Implementation Steps
WK 1
Define the top 10–15 trigger scenarios and map them to standard Reason Codes.
WK 2
Design the evidence payload format and configure CRM writeback fields.
WK 3
Launch reason-coded handoffs and measure SDR follow-through and meeting rates.