Artificial Intelligence for sales funnel qualification

The challenge

In commercial operations with a high volume of contacts, a relevant part of the information that defines the quality of an opportunity remains in conversations between salespeople and potential customers. Calls and WhatsApp interactions contain signals of intent, needs, objections, next steps, and decision stage that are not always consistently recorded in the CRM. This limits the ability to prioritize leads and monitor funnel quality based on the actual content of interactions.

The solution developed

CISP1 developed an application that captures authorized commercial interactions, performs transcription of phone calls, and interprets voice and WhatsApp conversations together. AI models analyze the content to identify qualification criteria, purchase intent, needs, objections, commitments made, and next steps.

Based on these signals, the application structures a qualification score and adds context to explain why a particular opportunity should receive higher or lower priority. The result can be connected to the sales process and CRM, allowing salespeople and managers to work with a funnel view based on the effective content of conversations, rather than just manually filled fields.

How the application works

• Receives authorized phone calls and WhatsApp conversations for analysis.
• Transcribes and normalizes the content of commercial interactions.
• Interprets intent, needs, objections, qualification criteria, and next steps.
• Assigns score and qualification context with evidence extracted from conversations.
• Makes signals available for prioritization, funnel management, and integration into the commercial process.

Value for the operation

• Improves opportunity prioritization based on actual conversation content.
• Reduces dependence on notes and manual funnel updates.
• Increases consistency of qualification criteria across salespeople.
• Gives managers greater visibility into the quality and evolution of opportunities.

Capabilities applied