Overview
Custom Answers let you create AI-generated answer fields that automatically extract qualitative insights from your deals. Write a prompt once, and AI will analyze every deal to provide consistent, structured answers based on the complete deal context including CRM data, call transcripts, and decision drivers.How It Works
- Create Custom Prompts: Define questions you want answered about every deal
- AI Analysis: AI reads the full deal context to generate answers automatically
- Structured Insights: Get consistent, comparable data across your pipeline
- Export & Integrate: Use answers in analytics, reporting, and CRM sync
Answer Types & Formats
Answer Length Options
- True/False: Binary responses with brief justification (1-2 sentences)
- Sentence: Concise insights in a single sentence (10-20 words)
- Paragraph: Detailed analysis in short paragraphs (50-150 words)
Common Use Cases
Deal Qualification & Risk
- “Was budget confirmed?” (True/False)
- “What was the main objection raised?”
- “Is there a clear champion identified?” (True/False)
Competitive Analysis
- “Who were the main competitors in this deal?”
- “How did we position against [Competitor X]?”
- “What competitive objections came up?”
Sales Process & Coaching
- “What coaching advice would help this rep?”
- “What went wrong in this deal?”
- “Describe the buyer’s decision process”
Executive Summaries
- “Provide an executive summary of this deal outcome”
- “What were the key success factors?”
- “Summarize lessons learned from this deal”
AI Analysis Context
When generating answers, AI analyzes comprehensive deal data:Data Sources
- CRM Fields: Deal properties, stage history, and custom fields
- Call Transcripts: Full conversation content from Gong, Chorus, or other platforms
- Decision Drivers: Identified buyer priorities and their sentiment
- Competitive Intel: Mentions of competitors and positioning
- Document Content: Proposals, contracts, and other deal materials
- Deal Story: AI-generated narrative of the deal progression
Answer Quality
- Evidence-Based: Answers cite specific quotes and data points
- Confidence Scoring: AI provides confidence levels (0-100%) for each answer
- Contextual: Responses consider deal stage, outcome, and stakeholders
- Consistent: Same prompts generate comparable answers across deals
Setup & Configuration
Creating Custom Answers
- Navigate to Settings > Custom Answers
- Write Your Prompt: Clear, specific questions work best
- Choose Length: Select appropriate response format
- Set Filters: Apply to specific deal types or segments (optional)
- Test & Refine: Run on sample deals and adjust prompts as needed
Filter Rules (Optional)
Apply custom answers only to deals that meet specific criteria:- Deal Size: Minimum/maximum amount thresholds
- Stage: Specific pipeline stages or outcomes
- Product: Particular product lines or solutions
- Time Period: Date ranges or deal age
CRM Integration
Map custom answers to CRM fields for:- Automated Updates: Sync answers back to Salesforce or HubSpot
- Reporting: Include in standard CRM reports and dashboards
- Workflows: Trigger automation based on answer content
- Team Access: Make insights available to broader sales team
Best Practices
Writing Effective Prompts
- Be Specific: “What was the main pricing objection?” vs. “Any objections?”
- Define Context: Specify if you want buyer vs. seller perspective
- Set Expectations: Indicate desired detail level and format
- Focus: One clear question per prompt works better than multiple
Prompt Examples
Good Prompts:- “Was a clear champion identified who actively advocated for our solution?” (True/False)
- “What was the buyer’s main concern about implementation complexity?”
- “Summarize the competitive landscape and our positioning in 2-3 sentences”
- Vague: “How did the deal go?”
- Multiple questions: “Who was involved and what did they think and what happened next?”
- Overly complex: Long, multi-part prompts with sub-questions
Data Quality Tips
- Verify Samples: Review AI answers on a few deals to check accuracy
- Iterate Prompts: Refine wording based on answer quality
- Set Standards: Train team on what constitutes a complete deal record
- Monitor Confidence: Low confidence scores may indicate insufficient data
Analytics & Reporting
Using Answers in Analysis
- Pattern Recognition: Identify common objections, champions, or success factors
- Segment Comparison: Compare answers across deal sizes, products, or regions
- Trend Analysis: Track how answers change over time or by rep
- Export Data: Include custom answers in deal exports and reports
Integration with Other Features
- AI Assistant: Ask questions about deals filtered by custom answers
- Battlecards: Use competitive insights to update positioning materials
- Coaching: Leverage answer patterns for rep development
- Forecasting: Incorporate qualitative factors into prediction models