RA LAB · Fast sales · AI · 45 minutes + a 7-day test
Leads arrive, but deals do not close quickly
Compare de-identified enquiries, response times and deal outcomes. AI groups delay causes and drafts replies while a manager checks context and decides.
RA LAB practical guide · based on the library’s GRI / GTM sources.
GOAL
Find a verifiable delay between enquiry and payment and test a faster response.
VALUABLE FINAL DELIVERABLE
A response-time map, AI-assisted loss hypotheses and a one-week test plan with conversion and quality checks.
A delay may occur before the first reply, during clarification, while agreeing an offer or before payment. First identify where the customer stops moving. Faster replies alone will not fix a poor offer or an unsuitable enquiry.
Separate enquiries by channel, task and communication language. Compare similar requests: seasonality, pricing or a different lead mix may explain an outcome better than AI.
What to ask AI to do
Start with de-identified delay analysis and draft replies based on an approved offer. Give AI explicit rules: use available facts only, flag unknowns and hand non-standard terms to a manager.
A person checks prices, availability, timing and promises before sending. For teams working in RU/EN in Kazakhstan and Central Asia, test each language separately against actual enquiry types.
Example artifact and stop rule
Illustration, not a client result. An enquiry record without a name or phone contains: customer task → first-response time → clarification → offer → outcome → loss reason → corrections to the AI draft.
Stop or revise the test if replies make unsupported promises, miss the request or increase complaints. Faster preparation is useful only with acceptable quality and a clear effect on the next stage.
Common questions
Must AI connect to the CRM immediately?
No. Test the first hypothesis using a small de-identified sample and manually prepared drafts. Discuss integration after reviewing usefulness and data requirements.
When should we discuss a pilot?
When one sales stage, a workflow owner and a baseline are defined. If the cause of losses is unclear, begin with a consultation to frame the problem.
AI helps identify patterns and generate hypotheses. Verify outputs against source evidence, use de-identified data and keep a person accountable for decisions.
Choose a channel and week. Record first-response time, transitions and paid deals without sending personal data to AI.
Channel, baseline conversion, response time and data gaps.
Step deliverable: Channel, baseline conversion, response time and data gaps.
2. Find delay with AI
Give AI only de-identified enquiry features. Ask it to group delays and suggest alternative causes; verify examples manually.
One verified delay and an alternative hypothesis.
Step deliverable: One verified delay and an alternative hypothesis.
3. Test faster response
Prepare reply variants and a handoff rule for a manager. Run a small test while respecting communication consent and consultation quality.
Reply variant, owner, period, metric and quality guardrail.
Step deliverable: Reply variant, owner, period, metric and quality guardrail.
4. Compare deals and quality
Compare conversion and response time with baseline or a comparable group. Include complaints, cancellations and operating cost.
Actual result, limitations and decision to continue, revise or stop.
Step deliverable: Actual result, limitations and decision to continue, revise or stop.
How to judge whether it helped
You should leave with a document that supports a decision and a next action. Completing steps does not guarantee a commercial result. Measure the chosen change separately over an agreed period. If evidence is missing, state that and plan how to collect it.
A baseline, actual result and data limitations are recorded.
A person made the decision after reviewing quality and side effects.
How this differs from S01–S13
This is a user route for a specific problem. The GRI AI research stages S01–S13 and the 13-week programme remain in the library as separate methodological work. This route is not a validated GRI diagnostic scale.
Your route0 / 4 · 0%
Completed 0 · remaining 4
Next action: Measure enquiry pathThe percentage measures completed steps, not proven business growth.
PRACTICE / 1
Measure enquiry path
Choose a channel and week. Record first-response time, transitions and paid deals without sending personal data to AI.
Step deliverable: Channel, baseline conversion, response time and data gaps.
No names, contacts, client secrets or sensitive details. Saving happens only when you press the button.
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