Sales owner
Owns qualified discovery when buyer role, need, and next step are clear enough to move.
- Qualified discovery
- Buyer role
- Next step
Inquiry Routing
Route technical inquiries
High-value technical inquiries need a routing rule before the team spends expert capacity. The goal is simple: send the right work to the right owner with the right next action.
Direct answer
High-value inquiries need a routing rule
Route by buyer role, project stage, urgency, fit, missing context, potential value, technical complexity, and next action. The route should decide owner before a specialist is invited.
Specialist owner
Joins only when the opportunity has context and a technical question worth answering.
- Context ready
- Technical question
- Decision impact
Follow-up owner
Handles research-only, incomplete, early-stage, or low-readiness contacts without wasting expert capacity.
- Research-only
- Incomplete
- Early stage
Routing table
Make the first next step obvious
The routing rule should be simple enough to run daily and strict enough to protect the team.
guide to sales
Clear buyer, relevant need, real timeline, known project context, and a next-step reason.
- Clear buyer
- Timeline
- Next-step reason
guide to specialist
Qualified opportunity with a technical blocker, proposal risk, implementation question, or decision requirement.
- Technical blocker
- Proposal risk
- Decision requirement
guide to later follow-up
Early research, missing context, unclear authority, weak fit, or no immediate decision path.
- Missing context
- Weak fit
- No decision path
Related paths
Routing depends on the right signals
Buyer role, readiness score, and proposal workflow should all support the routing rule.
Buyer roles
Use this when the first routing signal should be who the buyer is.
- Owner
- EPC
- team
Readiness scorecard
Use this when routing should depend on red, yellow, or green readiness.
- Green
- Yellow
- Red
Commissioning follow-up
Use this when routing breaks later in proposal follow-up.
- Proposal owner
- Next action
- Deadline risk
AI system fit
What AI can run here
For technical inquiry routing, the useful AI system is not a generic chatbot. It is an operating layer that reads project or buyer context, prepares the next owner action, flags missing information, and keeps follow-up visible. The team still owns technical judgment, pricing, plan, proposal language, and customer commitments.
Inputs to bring
Bring the source material already used to judge the opportunity: CRM fields, RFQs, forms, call notes, proposal status, files, source pages, buyer role, owner, due date, and missing facts.
- CRM and forms
- RFQ or proposal context
- Owner and due date
Useful AI work
AI can summarize inquiries, classify readiness, draft missing-info requests, prepare handoff notes, update operating views, and surface stale follow-up before opportunities drift.
- Summaries
- Readiness classification
- Follow-up prep
Human gate
A person approves technical fit, engineering assumptions, pricing, legal terms, customer promises, sensitive language, and whether the opportunity deserves specialist time.
- Technical approval
- Pricing and plan
- Customer promise
Next pages
Keep the diagnosis connected
Technical buyers often need more than one page before they trust the recommendation. These links connect the specific problem to the larger AI System Plan path.
Technical AI Systems
Use the hub when the team needs the full view of project context, specialist handoff, proposal follow-up, and pipeline visibility.
- Hub
- Use cases
- Technical fit
Run the scorecard
Use the AI Infrastructure Scorecard when the page points to a repeatable project context or qualified-demand problem.
- Inputs
- Build decision
- Next step
Conversion Skills
Use Conversion Skills to see the public method behind prompts, tools, review gates, handoffs, and repeatable AI work.
- Skills
- Tools
- Review
Next step
Find the gap first
Start with the repeated work, the source material, and the business result. Then choose strategy, an agent, or a custom AI system.
Choose the AI path