Persona AI: Auto Qualification

Buying committees have grown, but title matrices have not. Persona AI identifies titles of contacts likely to be in a buying commitee based on semantic matches and titles on your closed won contacts. Champify will highlight these titles and will automatically qualify Champifys based on whether their new job titles match.

We’ve found up to 25% of relevant titles are missing from manually managed qualification keywords.

How It Works

Champify analyzes all closed won opportunities in Salesforce with a primary or key contact role, and then groups those opportunity contacts by title. If there are at least 5 closed won opportunities with the same title, we will start auto qualifying job changes that match that title.

B2B data is not always consistent, so in order to qualify based on the titles in Salesforce, we leverage AI to perform a semantic equivalency check. For example, if you frequently sell to CTOs, our semantic matcher will qualify someone if their title is “Chief Technology Officer”. Or, if Head Accountants are frequently on the buying committee, we’ll qualify a new job with a title of “Lead Controller”.

Managing Auto Qualified Titles

Sometimes, not all of the titles Champify auto qualifies are relevant to your business, or might be based on outdated data. In this case, we suggest just adding the title to the exclusion list. It’s an easy process to manually override auto qualified title keywords:

Navigate to the Champify configuration screen.

Scroll down to the section called “Persona AI: Auto Qualified Titles”.

Click “x” to the right of any auto qualified title that you’d like to exclude from consideration.

Manually Managing Qualified Title Keywords

You might have a ready-made list of titles of individuals that your company sells to, or prefers to target. You also might be targeting new personas that don’t show up in your historical data. If this is the case, and the auto qualified titles we find aren’t sufficient, we suggest manually specifying qualified title keywords. Here’s how that works:

Navigate to the Champify configuration screen.

Scroll down to the section labeled “Qualification”.

Add any titles in the relevant text field, and then click “Add Title Keyword(s)”.

Excluding Titles

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Once a title has been excluded, we will no longer create new records for job changes that match that title. That being said, we will not delete or update any already-created records.

Often, there are keywords in a person’s title which indicate that they might be a poor fit for outreach. In these cases, we suggest adding these keywords to the title exclusion list. Here’s how you do that:

Navigate to the Champify configuration screen.

Scroll down to the section labeled “Qualification”.

Add any excluded titles in the relevant text field, then click “Exclude Title Keyword(s)”

Download all Titles

You can download a list of all relevant titles related to closed won opportunities and champifys. You can use this list to generate title matrixes and work with other tools. To download the list, just click “Download all Titles” at the bottom of this section.

The list is formatted as a CSV with the following columns:

Title

Num Contacts: the number of champifys with this title

Num Opportunities: the number of opportunities (open/closed/won/lost) associated with champify contacts with this title

Num Closed Won Opportunities: the number of closed-won opportunities associated with champify contacts with this title

Title Keyword: Indicates which title keyword qualified these champifys

Auto Qualified: Indicates whether these champifys were automatically qualified using Persona AI.