Sales Qualifier Tool Meeting Notes

Participants: Rob Weber (Professional Services ACS), Shashmuth "Shaxuan" Dixon (B2B Customer Journey Product Team)
Purpose: Discuss the implementation and functionality of the Sales Qualifier tool, aimed at improving BDR (Business Development Representative) outreach capabilities.
Agenda:
  - Introduction to the tools and their goals
  - Accessing the Sales Qualifier
  - Reviewing prospects and qualifications
  - Using an AI assistant for outreach and automation
  - Exploring hands-on exercises
  - Time for Q&A and bonus content.

User Orientation: Ensure that all participants have access to Sales Qualifier.
Tool Familiarization: Walkthrough of the primary functionalities and capabilities of Sales Qualifier.
AI Utilization: Demonstrate the AI assistant's role in creating personalized outreach workflows.
Question Handling: Address any issues that arise for participants during the session.

Workbench Items:
- Workbook visible on screen.
- Split-screen setup with Adobe Experience to ease navigation.
Sales Qualifier Navigation:
- Homepage Access: Access the Sales Qualifier from the main homepage or through the Adobe tool menu (nine dots).
- Workflow Access: Option to pin Sales Qualifier for easier access in the future.

Problem Context:
- Marketing ROI often wasted at the MQL (Marketing Qualified Lead) stage due to communication gaps between marketing and sales.
- BDRs need sufficient context to tailor their outreach effectively to prospects.
Features:
- Provides a 360-degree view of prospects and accounts.
- Offers curated insights and allows for personalized outreach (emails, calls, etc.).

Session Layout:
- Move through a series of lessons focusing on practical applications of Sales Qualifier.
- Engagement with TAs (Teaching Assistants) for problem-solving.
Lesson Structure:
  - Opening Prospect Views: Understanding assigned leads and contact information.
  - Setting Filters: Customizing listings to focus on specific marketing qualified leads.
  - Creating Outbound Workflows: Step-by-step creation of targeted outreach campaigns.
First Exercise:
- Open a prospect view to examine AI-curated insights and recent news beneficial for outreach.

Workflow Creation:
- Start new workflows either from scratch or cloning existing ones.
- Establish outreach goals (e.g., product promotion, event follow-up).
Targeting Criteria:
- Define which prospects/accounts should be included based on filters from their CRM.
- Manual entry may be used if there are technical difficulties viewing leads.

Using AI:
  - AI generates personalized outreach cadences based on defined goals and targeting.
  - Ability to modify AI suggestions for touchpoints and sequences (emails, calls).
  - Review generated drafts and approve for distribution.

Account Deep Dives:
  - Utilizing AI to gather strategic priorities and challenges relevant for outreach.
  - Summarizing recent developments to tailor conversations based on the latest industry news.
  - AI assistant retains information for future interactions to provide context more efficiently.

Feedback Opportunities: Participants invited to provide feedback on their experiences with both the new tool and the session itself.
Next Steps:
- Reiterate the importance of follow-up actions using insights and feedback on workflows.
- Engage with participants on building out more complex workflows in future sessions.

Challenges in Scalability: Understand that scaling personalized outreach is complex and requires ongoing adaptation of tools to meet user needs.
Importance of Context: Encourage the use of tailored communication to address specific prospect needs for effective sales strategies.

Additional Prompts for Practice: At the end of the session, there will be a segment dedicated to trying out prompt suggestions and insights to hone skills further.
Assistance Available: Multiple TAs on hand for real-time troubleshooting and support throughout the exercises.