ADOBE JOURNEY OPTIMIZER B2B EDITION FEATURES

Sales qualification

Closely align the efforts of marketing and sales teams with shared insight and business development actions that turn demand into pipeline and pipeline into revenue.

Account Qualification Agent

Get a range of helpful sales assistance and autonomous out-tasking services with the Account Qualification Agent.

Opportunity validation. Evaluate each prospect's needs, budget, authority and timeline to determine if they are a valid sales opportunity.
Valuable buyer insights. Improve results for your business development teams by delivering AI-powered insight and research on each person, account and buying group.
Streamlined outbound communication. Craft personalised messages, initial outreach, responses and follow-ups to prospects.
Accelerated pipeline qualification. Empower your sales teams to engage and qualify buying groups faster and more effectively by using the agent to generate account summaries, automate personalised engagement and seamlessly book meetings from within the pipeline accelerator.

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Sales Qualifier

Transform the business development function using agentic AI to quickly generate more and better qualified prospects at scale — driving higher quality pipeline and buyer experiences.

AI-powered prospecting insights and research. Prioritise prospects for sales and provide instant access to a full overview of accounts at every level — including product-specific purchase intent, summarised engagement history and recent news.
Personalised one-to-one engagement. Leverage AI to simplify and enhance every aspect of sales engagement, like generating draught emails, assisting with responses or following up with prospects autonomously. Sales Qualifier adjusts, pauses and optimises outreach in response to each buyer’s behaviour, expressed needs and inferred intent.
Qualification for sales. Drive ongoing conversations with prospects to reveal those who meet qualification criteria and to help schedule meetings or seamlessly transition opportunities to sales.
Automated measurement and administration. Optimise engagement and outcomes automatically and provide performance insights to help identify what works. Save countless hours by automatically updating your customer relationship management system (CRM) and other go-to-market (GTM) applications.

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Sales dashboards and insights

Help your sales teams prioritise buying groups and accounts with AI-powered insights into first-party intent signals, engagement activity and qualification status through dedicated dashboards and email alerts.

Account and buying group dashboards. Allow sales reps to access both individual account and buying group dashboards. This provides detailed AI-powered insights on contact coverage, overlaps, engagement, buying group completeness and more.
CRM-agnostic dashboard. Share real-time account and buying group activity in Journey Optimizer B2B Edition or through convenient integration with your CRM.
Sales email alerts. Use automated emails to help sales prioritise and prepare for outbound engagement. Emails include summaries of the latest insights for target accounts based on scoring or activities, notification of AI-assisted marketing qualified buying groups and more.

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Sales actions and validation

Allow sales reps to adjust journey membership, confirm buying group members and send marketing emails directly from their dashboards in Journey Optimizer B2B Edition or their CRM system — maximising co-ordination with marketing.

Journey actions. Adjust which accounts are included in marketing journeys to make engagement and qualification programs more effective.
Email actions. Initiate timely outbound engagement by sending pre-configured marketing emails to contacts and buying group members for a specific account.
Buying group actions. Add and remove contacts for buying group roles to improve audience accuracy in marketing journeys and insights.
Adobe Marketo Engage actions. Add and remove contacts and buying group members to and from marketing campaigns initiated inside Marketo Engage to expand engagement across additional channels.

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AI-assisted marketing-qualified buying groups

Get more from AI-generated insights — based on product, account and individual-level context — to help boost the quality of qualified leads, accounts and marketing-qualified buying groups that are delivered to sales.

Buying group overview. Provide critical buying group details — including account, solution interest, engagement score and completeness score — to help prioritise potential sales opportunities.
Buying group highlights. Highlight recent updates and activities, including the most engaged group members, missing roles and any potential interest in additional product offerings.
Member engagement. Surface the most recent activity for each member and identify other buying groups they may be associated with.
AI-generated engagement summaries. Quickly prepare for outbound sales engagement with generated summaries of account and buying group activities.
Interesting moments. View key moments or conversion events triggered by each buying group member to help identify more qualified members.