Forensic Sales Alignment
Sales teams don’t just need activity—they need context. This kit preserves buyer intent and evaluation history at handoff by delivering a structured intelligence payload, so SDRs start conversations where the buyer actually is.
The Intelligence Payload
We treat the handoff as a field-level contract. Instead of generic notes, we deliver a structured evidence trail directly into the Sales interface.
Standardized Payload Fields
Definition: Field-Level Contract
A Field-Level Contract is a documented agreement on which system owns each data point (CRM/MAP/ABM), how it’s updated, and which fields are allowed to write back. This keeps key context consistent during routing and handoff.
Reason Code Convention
Reason Codes are human-readable labels that explain the trigger (e.g., RC-FSA-06 = Demo + Security FAQ within 10 days). They make routing auditable and keep SDR outreach aligned to the buyer’s proof trail.
Governance Modules
Field Contracts
Ensure context survives the transition from Marketing tools to Sales CRM.
Moves from unstructured 'Notes' to clean, filterable data fields.
CRM Field Mapping & Ownership Matrix
Reduced handoff gaps; higher completeness of key context fields.
Evidence Timelines
Provide Sales with a chronological record of buyer interactions.
Replaces 'one-time alerts' with a full evaluation narrative.
CRM Timeline Integration Spec
Less manual research time for reps; faster first outreach.
Persona Enrichment
Normalize data so reps multi-thread into the correct tiers.
Identifies whether a contact is a 'User' or a 'Decision Maker'.
Persona Enrichment Ruleset
Outreach shifts toward the right roles for the buying motion.
Suppression & Conflict Rules
Protect in-cycle deals and active customer relationships.
Prevents conflicting touches and protects live deal motions.
Suppression Priority Matrix
Cleaner queues; zero conflicting touches during active cycles.
Routing Automation
Align account distribution to fit, readiness, and ownership.
Prevents high-fit surges from sitting in unassigned queues.
Routing & SLA Governance Rules
Faster assignment on active accounts; fewer stale alerts.
Rollout Plan
Gap Audit
Identify where signal flattens in your CRM.
Logic Sync
Configure routing and SLA triggers based on MVC status.
QA + Dry Run
Validate field population and suppression on a pilot.
Feedback Loop
Enable SDR 'Helpful' tags to tune payload relevance.
Success Metrics
% of routed records with Stage, Persona, and Reason Code populated.
% of activations assigned to the correct owner within SLA.
% of routed accounts accepted for follow-up.
Median hours from system activation to SDR outreach.
Avg # of personas engaged per activated account.