AI Suggested Updates for Key Fields Like Next Step, Decision Criteria, and More

Field

Prompt

Next Step

Enter the specific, sales-rep–owned action required to advance this deal.
​
Clearly state what the rep will do next, such as “Send revised proposal” or “Schedule technical demo.” Include timing by referencing a target date or timeframe like “by 5/30” or “next week.”
​
You may optionally include brief supporting context (e.g. “after receiving legal’s redlines”).
​
Do not capture tasks the prospect is responsible for, vague statements like “follow up,” or summaries of past events. Focus only on forward-looking, rep-owned actions that move the deal ahead.

Situation

Capture the customer’s current environment as it relates to the opportunity.
​
Include relevant details like company size, industry, team structure, current tools or processes, and what triggered their search.
​
Focus on details that create useful context for why this deal exists. Avoid boilerplate company descriptions or marketing fluff that doesn’t inform the deal.

Pain

Describe the specific problems or challenges the customer is trying to solve. Use their language when possible.
​
Highlight friction in their workflow, strategic gaps, or anything that’s creating urgency.
​
Don’t include surface-level frustrations unless they clearly tie to a business need.

Impact

Explain what happens if the problem isn’t solved.
​
Capture both measurable impact (missed targets, time lost, deal risk) and internal consequences (leadership pressure, low morale, blocked initiatives).
​
Stay focused on consequences tied directly to the pain—not vague dissatisfaction.

Critical Event

Identify any upcoming deadline or internal trigger that’s driving urgency. This could be a launch date, initiative, team expansion, process change, or executive mandate.
​
Include timing when known. Avoid generic phrases like “they want to move fast” unless there’s a real milestone behind it.

Evaluation Plan

Summarize how the customer is running their evaluation. Include any known steps, decision-makers, validation processes, or trial activities.
​
Make it clear how they plan to decide and who’s involved. Don’t guess or list completed steps—focus only on what remains.

Decision Criteria

Capture what matters most to the customer when choosing a solution. This could include specific capabilities, technical requirements, ease of use, support, pricing, or alignment with existing systems.
​
Use their words if they ranked or emphasized anything. Leave out assumptions or feature lists that weren’t discussed.