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Inquiry Routing

Route serious demand.

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.

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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.

Sales owner

Owns qualified discovery when buyer role, need, and next step are clear enough to move.

  • Qualified discovery
  • Buyer role
  • Next step

Specialist owner

Joins only when the opportunity has context and a technical question worth answering.

  • Context ready
  • Technical question
  • Decision impact

Nurture 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 nurture

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
Open

Readiness scorecard

Use this when routing should depend on red, yellow, or green readiness.

  • Green
  • Yellow
  • Red
Open

Commissioning follow-up

Use this when routing breaks later in proposal follow-up.

  • Proposal owner
  • Next action
  • Deadline risk
Open

Next step

Start with the audit.

If there is a measurable revenue problem worth fixing, the Revenue Audit shows whether a Revenue System Sprint is the right next move.

Apply for a Revenue Audit