Framework
The Shortlist Trace interview framework
Five passes for rebuilding how a buyer used AI to build a vendor shortlist
A five-pass interview structure for reconstructing how a B2B buyer used an AI chatbot to build a vendor shortlist. It is for sales, RevOps and product marketing teams who want to see the part of the journey that never reaches the CRM. Ask the passes in order in every interview, then compare answers across buyers. Koji can run the interviews and chart the results.
Where this appears
What's in this framework
- Trigger: What happened the week they started looking.
- First prompt: The words they typed, as close to verbatim as they can manage.
- The answer: Which vendors came back, which were missing, and what was said about each.
- The check: Who or what they used to verify it: a rep, a peer, a review site, a second chatbot.
- The cut: How the list became the Day One shortlist, and who was removed and why.
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Free to use in your docs, decks and posts under CC BY 4.0, as long as you credit Koji with a link to this page. To embed it, paste this into your page:
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<a href="https://www.koji.so/visuals/buyer-ai-shortlist-trace-framework"><img src="https://www.koji.so/visuals/buyer-ai-shortlist-trace-framework/buyer-ai-shortlist-trace-framework.png" alt="Framework showing the five passes of the Shortlist Trace interview: trigger, first prompt, the answer, the check and the cut." width="1080" height="1080" /></a>
<p>Source: <a href="https://www.koji.so/visuals/buyer-ai-shortlist-trace-framework">The Shortlist Trace interview framework</a>, Koji</p>
