Set up Julian
Configure Julian step by step - provision phone numbers, connect lead sources, set qualification criteria, build a call flow, and configure routing.
Setting up Julian takes five steps: provision phone numbers, connect your lead sources, define qualification criteria, build a call flow, and configure routing and calendars. Lead-source connection is the step that determines whether the sub-60-second promise holds — if Julian learns about a lead late, nothing downstream can recover the time.
Who this applies to: workspace Admins configuring Julian for the first time. You'll need admin access to your CRM, the ability to edit your web forms or chat widget, and rep calendar access. Reps receiving routed leads should read Getting started as a User.
Prerequisites
- CRM connected (Salesforce or HubSpot) — see Quickstart step 2
- Access to edit your demo request form and chat widget
- Calendar access for the reps who will receive meetings
- A defined ICP and the questions that must be answered before booking
Step 1 — Provision phone numbers
Choose your number strategy
Assign a dedicated number for Julian's inbound calls and callbacks, or forward your existing inbound line to him. Dedicated numbers keep call reputation isolated and make reporting cleaner.
Match numbers to geography
Use local numbers for the regions you sell into. Connection rates on unfamiliar area codes are materially lower.
Enable Connection Boosts
This manages number reputation and improves the rate at which call attempts actually connect rather than being blocked or labelled.
Outbound callbacks are subject to consent requirements. Only enable callback attempts where the lead has provided the consent applicable law requires — a form submission is not automatically consent to call in every jurisdiction. See the autodial terms.
Step 2 — Connect your lead sources
Julian can only be fast if he's notified immediately. Connect every path a lead can arrive by.
Point your demo request, contact, and pricing forms at Julian so submission triggers engagement directly, rather than waiting for a CRM sync cycle to surface the record.
Install the chat widget on the pages where high-intent visitors land — pricing, product, and comparison pages. Julian qualifies in the chat and escalates to voice when the lead prefers it.
Route your inbound sales line to Julian's number, or forward after-hours only if you want human reps to take calls during business hours.
Start a call from an external event — a CRM field change, a product usage signal, or a direct API call. Use this for high-intent product events that aren't form submissions.
Step 3 — Define qualification criteria
Set the ICP criteria to score against
Use the same ICP definition Alice uses, so an inbound lead and an outbound target are judged by one standard. Firmographics, role, and exclusions.
List what must be established
Define the facts Julian must confirm before booking — typically need, timing, authority, and any disqualifying constraint specific to your product. Keep it to the minimum that makes the meeting worth a rep's time.
Set the scoring thresholds
Decide what score books a meeting, what score goes to nurture, and what score is disqualified. Start slightly permissive and tighten based on rep feedback, rather than the reverse.
Define escalation
Specify when Julian should hand to a human immediately regardless of score — a named strategic account, an existing customer, or a question outside his knowledge base.
Review a sample of both qualified and disqualified conversations in the first week. Disqualifications are where the expensive mistakes hide — a qualified lead you booked wrongly costs a rep 30 minutes, but a good lead you disqualified is gone silently.
Step 4 — Build a call flow
A call flow defines the objective of the conversation, not a script. Julian converses naturally and uses the flow to know what needs to be true before he acts.
Configure each of these:
| Element | What to define |
|---|---|
| Opening | How Julian identifies himself and why he's calling or responding |
| Discovery | The facts he must establish, in rough priority order |
| Knowledge boundaries | What he can answer directly and what he must route to a human |
| Objection handling | Responses for the objections you hear most on inbound |
| Outcomes | What happens on qualified, nurture, disqualified, no-answer, and escalate |
| Recording and consent | Your call recording disclosure, where required |
Build one call flow per distinct motion — an inbound demo request and a post-trial expansion call need different objectives. Reuse the ICP definition across them; don't reuse the flow.
Step 5 — Configure routing and calendars
Connect rep calendars
Connect Google Calendar or Outlook for every rep who will receive meetings. Julian books against real availability, so unconnected calendars cause double-booking.
Define routing rules
Set assignment by territory, segment, account ownership, or round-robin availability. Account ownership should take precedence — a lead from an owned account goes to its owner.
Set the handoff payload
Confirm what the rep receives: the transcript, the ICP score and reasoning, the answers to your discovery questions, and the recommended next step. Reps who receive only a calendar invite lose the value of the qualification.
Turn on Slack notifications
Alert the assigned rep and the team channel when a qualified meeting is booked. See Integrations.
Verify CRM write-back
Confirm transcripts, scores, and outcomes land on the correct object and fields. Run a test lead end to end before going live.
Step 6 — Test end to end before going live
Submit a test lead
Use a real form submission with a phone number you control. Confirm Julian responds within 60 seconds on the expected channel.
Run a qualified and a disqualified path
Test both. Confirm the qualified path books and routes correctly, and the disqualified path logs cleanly without a meeting.
Check the CRM record
Verify the transcript, score, and outcome all appear where your reporting expects them.
Go live and monitor daily
Watch speed to lead, connect rate, qualification accuracy, and rep feedback on booked meetings for the first week.