Overview
The AI SDR Qualifying node acts like an intelligent sales development rep. Instead of using rigid rules or point-based scoring, it analyzes each lead holistically and classifies them into meaningful qualification buckets with clear reasoning.What makes it different
Classification, not scoring
Assigns leads to qualification buckets instead of numeric scores. Sales knows exactly what action to take.
Human-readable reasoning
Every classification comes with clear explanations your team can understand and trust.
How to Use
1
Add the SDR Agent node
In your workflow, click “Add Node” and select “SDR Qualifying” from the AI Processing category.
2
Connect it after enrichment (recommended)
For best results, place the SDR Agent after a Clay enrichment node so the AI has company data to analyze.
3
Define your ICP
Write a description of your ideal customer profile. Be specific about company size, industry, and characteristics you’re looking for.
4
Add disqualify rules (optional)
Add field-based auto-disqualify rules (e.g., “Email contains @gmail.com” or “Company is empty”). Leads matching a rule are assigned to a non-qualified bucket immediately, skipping the AI call entirely — this saves AI credits on obvious non-fits.
5
Use the outputs downstream
Access classification results via template variables like
{{agent.bucket}}, {{agent.primary_reasons}}, and {{agent.recommended_action}}.Configuration
ICP Description (Required)
A free-text description of your ideal customer profile. The AI uses this to evaluate fit.Auto-Disqualify Rules (Optional)
Deterministic field rules that run before the AI. Each rule combines a field, an operator (equals, contains, is empty, etc.), and a value. A lead matching any rule is classified into a non-qualified bucket without an AI call, so you don’t spend AI credits on obvious non-fits. Example:Email contains @gmail.com if you only want business emails, or Company is empty to skip leads with no company.
Qualification Buckets
Every agent starts with two default buckets — Qualified and Not Qualified — and you can add, rename, describe, or remove buckets to match your process (a minimum of two is required). Optional templates like High-Intent ICP Match, Good ICP, Low/Medium Intent, Potential Future Fit, Wrong ICP, and Spam / Invalid can be added for more granular routing. For each bucket you control:
The AI classifies each lead into exactly one of your buckets with a confidence score and reasoning.
Output Variables
Best Practices
- Be specific in your ICP description — the more context, the better the AI can classify leads
- Use enrichment data from Clay before the SDR Agent for richer classification
- Route high-intent leads to immediate notifications (Slack, email) and CRM creation
- Use a Filter node after SDR Agent to branch based on bucket (e.g., only send qualified leads to HubSpot)
- Review classification results periodically to refine your ICP description
Example Workflow
A typical lead qualification workflow using the SDR Agent: Flow: Form Submission → Clay Enrichment → SDR Agent → Router Router conditions:- Qualified → Slack notification + HubSpot
- Not Qualified → No action (or a long-term nurture sequence)
Next Steps
AI SDR Summarizer
Generate AI summaries of submissions
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