Sales intensity: how to choose

In the dashboard you will see Auto (recommended for most teams), Light, Moderate, and Pushy. Think of them as how soon and how often the agent proposes a next step once the conversation has real context.

• Auto — balances helpfulness with conversion: it leans in when intent is strong, stays consultative when the visitor is still exploring. Start here unless you have a clear reason not to.
• Light — prioritizes education and trust; suggests demos or signups mainly when the visitor signals buying intent or asks about next steps. Use when your funnel is long, technical, or trust-sensitive.
• Moderate — offers a clear next step once fit and main questions are clarified—without waiting for the visitor to phrase a perfect buying question.
• Pushy — moves earlier and more assertively toward conversion. Can work for short cycles, aggressive promotions, or categories where speed beats nuance—if your product and site copy already support that posture.

Higher intensity is not a reward for ambitious revenue targets. If visitors still need diagnosis—integration fit, compliance, team size—being pushy erodes the very trust that would have converted them two messages later.

Lower intensity is not weakness. In complex B2B, the winning motion is often “help them finish the evaluation” so they raise their hand with confidence.

Custom instructions are how you add guardrails: maximum one CTA per reply, never ask for a meeting before pricing is understood, always offer self-serve trial for SMBs. Those rules matter most when intensity is Moderate or Pushy, where the model otherwise might repeat asks.