Summary
Want your AI agent to qualify better leads? It all starts with the right lead qualification setup. This guide explains how to use and customize Astra’s built-in framework to match your sales process. Whether you're using the standard BANT framework or your own custom approach, you can fine-tune every detail to get high-quality leads that actually convert.
Instructions
Your AI agent qualifies leads based on the criteria and scoring rules you set. Getting this right is key to helping your sales team focus on the most promising leads.
1. Start with the BANT framework (default)
By default, Astra uses the BANT model to qualify leads:
Budget – Can the lead afford your solution?
Authority – Is the lead a decision-maker?
Need – Does the lead actually need your product or service?
Timeline – When is the lead looking to make a decision?
2. Customize your qualification criteria
You can easily tailor the BANT framework to suit your business needs:
Enable or disable specific criteria.
Adjust weightage for each criterion to prioritize what matters most to your team.
Edit conditions under each criteria to help AI qualify good leads
For example, if timeline is less important for your business, you can reduce its weight or turn it off entirely.
Tip: Go to Action library and click on Lead qualification criteria action to configure your lead qualification criteria.
3. Add your own custom criteria
Already using a different qualification method? No problem.
You can create and define your own criteria - just like BANT - based on what works best for your business. This gives you complete control over how leads are evaluated.
4. Add conditions under each criteria for best results
The more precise your conditions and scoring setup, the better your AI agent can:
Ask the qualification questions
Capture the lead’s responses
Evaluate the responses using your qualification rules
Assign a lead category
This process happens automatically without requiring manual review.
Lead scoring and labeling
After the evaluation, each lead receives:
A lead score
A lead category (for example High intent, Medium intent, Low intent or Unqualified intent)
This allows your team to quickly identify high-priority leads and focus on prospects that are more likely to convert.
After configuring the lead qualification criteria, click Save action to save the configuration.
Once saved, the action will appear in Action library → My actions, where you can reuse it in your AI agent instructions.