Qualifying inbound leads automatically with Default

Default qualifies inbound leads automatically inside a workflow. The workflow checks each lead against your criteria as soon as it arrives, sends qualified leads to a rep or a booking page, and sends everyone else down a different path, such as a resources page or a nurture sequence.

How automatic lead qualification works in Default

A qualification workflow in Default runs these steps:

A lead arrives. A Form Submission trigger starts the workflow when someone submits a tracked form. The API, CRM Record Created, and Website Intent Signal triggers work too.
Default checks the cheap signals first. A Multi-Branch node checks the form answers and whether the email address is a work email.
Default fills in what the form did not ask. An Enrich Data node adds details such as company size and job title.
Default decides. A Multi-Branch node, a Rules of Engagement ruleset, or an AI Prompt node sorts the lead into qualified or not qualified.
Each lead gets the right next step. Qualified leads get a rep and a booking page. Other leads get a redirect, a nurture sequence, or a CRM record without a sales owner.

Every run is recorded in the workflow’s run log, including each condition with a TRUE or FALSE result, so you can see why a lead qualified or not.

Qualification checks Default can run

Check	How to build it in Default	Example
Work email	A Multi-Branch condition on the email field with is work domain or is not work domain. Free and personal email providers count as not work domains.	Keep personal email addresses away from the booking page.
Form answers	A Multi-Branch condition on the submitted field.	Company size is `1-10`, or the budget answer is `Not yet`.
Company and person fit	Enrich Data, then a Multi-Branch condition on the result.	Number of employees is at least 50, and the title contains `Director`.
Existing customer or account	Match Record for the Account, then a condition on its fields. See Match an account by company domain.	Send existing customers to their account owner instead of a new-business rep.
Free-text intent	AI Prompt returns 1 label, and Multi-Branch branches on it.	Sort “How can we help?” into Sales, Support, Partnership, or Job seeker.
Live web research	Deep Research (Beta) returns typed fields, and Multi-Branch branches on them.	A fit verdict of `Strong Fit`, `Disqualified`, or `Human Check`.
Shared fit rules	A Rules of Engagement ruleset that routes qualified leads and sends disqualified ones to No one.	The same rules run in your form, API, and CRM workflows.

Build a qualification workflow for a demo form

This example qualifies demo requests from a form, shows the booking page only to qualified leads, and sends the rest to a resources page.

Start from the form

In Workflows, create a workflow and add the Form Submission trigger. Set Connected Form to your demo form. The form must be approved and mapped first. See Your forms.

Filter out personal email addresses

Add Multi-Branch. Add a branch named Personal email with the condition: the form’s email field is not work domain. Connect it to a Redirect node that sends the visitor to a page asking for a work email.Checking the email before Enrich Data means you don’t spend enrichment credits on personal addresses.

Enrich the lead

On the Multi-Branch node’s Else branch, add Enrich Data. Set Enrichment target to Both and choose a provider or waterfall in Enrichment source.

Check fit

Add a second Multi-Branch with a branch named Qualified. Add the conditions your team uses, for example the enriched number of employees is at least 50 and the country is any of the markets you sell to. Leads that fail the conditions take Else.

Book qualified leads

On Qualified, add Display Scheduler with your demo event. The node waits for the visitor and continues on Booked or Not booked. See Connect a scheduler to your form.

Send other leads somewhere useful

On Else, add Redirect to a resources page. To keep in touch, add a sequencing node such as Add to Outreach Sequence. See Sequencing nodes.

Test and publish

Select Test, run a few representative submissions, and check each run’s path in the run log. Then select Publish and turn on the deployment switch so the status reads Live.

A workflow test performs real actions, including CRM writes, sequence enrollments, and notifications. Use test records and test destinations.

Record every lead in your CRM, qualified or not, so reporting stays complete. Use Match Record first and create a record only on No Match, so a repeat form fill does not create a duplicate or change an existing owner. See Match record. Every node between the form and Display Scheduler delays the booking page. Keep the checks before it short, and move slow steps such as Deep Research after the booking, unless the decision depends on them.

Qualify and route with Rules of Engagement

A Rules of Engagement ruleset in Default can qualify and route in 1 step: disqualifying rules send leads to No one, and the rules below them send qualified leads to the right queue. Because rules run from top to bottom and the first match wins, put the disqualifying rules first. Example ruleset that routes to account executive (AE) queues, with a number of employees input from Company enrichment:

Order	Rule	Criteria	Route to
1	`Too small`	Number of employees is less than 10	No one
2	`Enterprise`	Number of employees is at least 1,000	Queue: `Enterprise AEs`
3	`Mid-market`	Number of employees is at least 10	Queue: `Mid-Market AEs`

In the workflow, place the Rules of Engagement node after Enrich Data. Connect Resolved to Display Scheduler, turn off Use event hosts, and set the host to Latest resolved user. Connect Else to your not-qualified path. Resolved carries no user when the matched queue has no active members, and a scheduler with an empty host can’t show times. Put a Multi-Branch node between Resolved and Display Scheduler that checks Latest resolved user exists, and send the rest to a Round-Robin node on a catch-all queue, or keep every qualifying queue staffed. Else runs both when a rule routes to No one and when no rule matches. A lead with no employee count, for example because enrichment found nothing, matches none of the 3 rules, because a blank value is neither less than 10 nor at least 10, so it lands on Else too. Matched Rule is set only when a rule decided, so a Multi-Branch node on Else can send disqualified leads to the not-qualified path and uncovered leads to a person for review. See Rules of Engagement.

Classify free-text answers with AI Prompt

Form answers such as “How can we help?” are free text. The AI Prompt node in Default sends them to a language model with your instructions and returns the model’s reply as text.

Add AI Prompt

After the trigger, add AI Prompt. Choose a Model.

Ask for exactly 1 label

In Dynamic prompt, list the labels the model may return and ask for the label only. Type {{ to insert the form answer:

Classify this demo request into exactly 1 of these labels:
Sales, Support, Partnership, Job seeker.
Reply with the label only.

Request: {{ How can we help? }}

Branch on the label

Add Multi-Branch with 1 branch per label, each checking that the AI Prompt Output equals the label. Send Sales to your qualification or routing path.

Handle everything else

Point Else at a path a person reviews. It catches replies that match no label and failed requests, because AI Prompt reports a failure without stopping the workflow.

AI Prompt works only with data already in the workflow. It sends the prompt, including any lead data you insert, to a third-party model provider. For facts from the live web, use Deep Research (Beta).

Qualify leads that start in your CRM

Leads can also arrive through list imports, integrations, or sales reps creating them in Salesforce or HubSpot. Start a workflow with CRM Record Created and add a Condition, for example Lead Source is Inbound, then run the same checks. To re-check a lead when its data changes, use CRM Record Updated with a Fields Updated condition, so the workflow runs only when the fields you qualify on change. See Triggers.

Check why a lead did or did not qualify

Run log: open the workflow, select Runs in the top bar, and open the run. Each Multi-Branch step lists every condition with the value it found and TRUE or FALSE. The AI Prompt step shows the model’s reply under Show data. See Run logs.
Rules of Engagement: the evaluation log shows which rule matched and why the rules above it did not. See Review a routing decision.

To score leads on a scale instead of a yes or no, see Lead scoring with Default. Related: Lead routing software from Default

​How automatic lead qualification works in Default

​Qualification checks Default can run

​Build a qualification workflow for a demo form

​Qualify and route with Rules of Engagement

​Classify free-text answers with AI Prompt

​Qualify leads that start in your CRM

​Check why a lead did or did not qualify

How automatic lead qualification works in Default

Qualification checks Default can run

Build a qualification workflow for a demo form

Qualify and route with Rules of Engagement

Classify free-text answers with AI Prompt

Qualify leads that start in your CRM

Check why a lead did or did not qualify