Sales Qualifier
Sales Qualifier is an AI-driven add-on application to Adobe Journey Optimizer B2B Edition that contains the Account Qualification Agent and is designed to streamline workflows for Business Development Representatives (BDRs). Sales Qualifier automates prospect qualification, outreach, and buyer engagement workflows across channels. It reduces manual BDR load and accelerates pipeline velocity for Enterprise B2B companies.
Use the browser and email plugins to access business intelligence directly within CRMs or Outlook.
Sales Qualifier is included with Journey Optimizer B2B Edition, but it is a separate app within the Exprerience Platform Experience Cloud.
Account Qualification Agent
The Account Qualification Agent (AQA) is the heart of the Sales Qualifier. The AQA uses AI to read your accounts and determine which ones are ready for the next step. It assists with research, email drafting, and CRM updates.
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Prospect research
Conduct prospect research using automatic retrieval and display of key prospect information (such as job title, recent engagements, buying group membership) to provide a complete picture in seconds.
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Account research
Conduct account research using automatic retrieval and display of detailed information about a prospect’s organization. This information includes company vitals, recent news, strategic priorities, and top engaged members.
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Draft emails
Generate email drafts by synthesizing research from prospect and account insights to produce relevant, personalized single email content based on the BDR’s objective.
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Engagement plan emails
Create engagement plan email drafts that are personalized for each step of a BDR-defined outreach cadence, ensuring the entire sequence is personalized.
Basic Usage
Adobe AI agents use natural language queries, which means that they use the same language in the text prompt as you would when speaking with a person. The more detailed you are, the better the results.
Using natural language, you can ask the agent to:
Show me my assigned leads with no engagement yetShow me all my leads that are not part of any autonomous engagementGive me a detailed summary on Acme company, including their buying group, recent intent signals, and our past engagement.
You can immediately understand which accounts and leads are the most active and show the highest intent, so you can focus your energy where it has the most impact.
Iterate over your journey by refining your prompts to get the results you need. For example:
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Draft a follow-up email drawing from context like earnings calls or reports. Up to 120 words. Subject line: Captivating, incorporating a key theme. Intro: Hook with a direct quote from context sources. Body: Connect to pain points and value propositions. CTA: Propose a short call to explore further.
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The goal of this email is to start a conversation and build credibility. Draft an email under 120 words that has a consultative and empathetic tone. Make sure to avoid an overly familiar or sales approach and do not use the phrases “hope you are well,” “just checking in,” or “please.”
Prospects
This window lists all the leads that you have access to. It’s a quick check on things, such as lead status and last activity.
Click the Filter
Engagement plans
This window provides details about any defined Engagement plans.
To make a new Engagement plan, click Create engagement plan.
- In the Details stage, provide a name and optional description. Click Save and Continue.
- In the Select prospects stage, select the leads that should belong in this plan.
- In the Define cadence stage, set the parameters for the plan.
- In the Preview stage, ensure that everything is working as expected.
Email outbox
The Email outbox panel lists all the automated emails that you have sent.
Meeting bookings
This panel displays all meetings set up through automation.
Chat inbox
This panel displays all your chat threads.
You can interact with clients, and see summaries for the contact and the thread so that you can quickly know where you are in the thread.
Integrations
With integrations, the Sales Qualifier can leverage CRMs and other data sources to enrich customer profiles and tap into sales activities:
- Integrate with your email inbox to keep track of relevant incoming emails and help generate replies.
- Read and update CRM data, such as Salesforce or Microsoft® Dynamics, ZoomInfo, or BuiltWith.
Set up a new integration
To start a new integration, click Create integration at the top right.
Define the URL of the integration and establish the payload to send:
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Provide a unique name and a description (optional) for the integration.
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Set the URL field to the integration authentication endpoint of your integration site.
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In Path Parameters, set the HTTP method.
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In Header Parameters, set any HTTP headers that need to be send. Generally, it is a JSON object that is sent and requires a content-type header.
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In Query Parameters, establish any required parameters.
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Under Authentication, set up login information for the integration site.
- None
- OAuth 2.0
- API key
- Basic Auth
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Set throttling and cache values in the Payload configuration section.
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Click the pencil icon.
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In the Paste Payload dialog, paste or enter your JSON payload object.
- Request payload - A JSON object containing data to send to the integration site.
- Response payload - The data structure you expect to be returned.
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Click Test Connection to ensure that your settings are correct.
When the connection settings are valid, click Save as draft.
When you are back on the main Integrations table, select the integration and click Activate to make the integration live. If you are not ready to activate it, click Save as draft.
Manage access
You can manage access to users and the kind of data that is shared with different user groups.
Click Manage access to open the Manage Access dialog.
This dialog lists all the Labels that are established for your organization. Select the labels that you want to apply to this integration.
If you need a new label, click Create label and enter the label information:
- Name
- Friendly name
- Description
Representative settings
The representative settings specify information about yourself, including personal details, email and calendar settings, and chat availability.
Details
The Details tab is where you enter information about yourself:
Email settings
In the Email settings tab, set up your email connections.
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Email connections - Click Connect and follow the Microsoft login procedure.
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Email signature - Configure the email signature that is used in auto-generated emails.
Calendar settings
In the Calendar settings tab, set your time zone and availability.
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Calendar connection - Click Connect and follow the Microsoft login procedure to integrate you calendar.
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Meeting confirmation email - When a client confirms a meeting with you, they receive the confirmation email as a reply. Use these settings to define the email subject and body.
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Preferences - Set your default meeting length, and the time you would like between back-to-back meetings.
Chat settings
In the Chat settings tab, set your Timezone Live chat availability.
Representative management
The Representative management panel displays the defined representatives and their calendar status.
Meeting performance
This panel presents analytics around your completed meetings.
Set up the Chrome plugin
The AI Assistant Chrome plugin is available on the Google Store.
When the plugin is installed in Chrome, the Adobe logo appears on the middle right when you are on an integrated site:
- Adobe web applications
- Salesforce
- Outlook
- Microsoft Dynamics and web applications
- Google applications
Edit the left navigation bar
At the bottom left of the application, click Edit to control which of the icons are visible in the navigation. You can also drag and drop them to reorder as you want.
Demonstration video
The following video provides a short demonstration of the Sales Qualifier and Account Qualification Agent.