A B2B company's sales team was stuck. Reps were spending more time on admin work than selling. Here's how AI automation changed that—and doubled their pipeline velocity.
The Starting Point
120 employees. 15-person sales team. Selling complex software solutions to enterprises. Average deal cycle: 4-6 months. Average deal size: $80K.
The problem: Reps were spending only 35% of their time actually selling. The rest was:
- Researching prospects (2-3 hours per lead)
- Writing proposals (4-6 hours each)
- Drafting follow-up emails
- Updating CRM and preparing for meetings
- Creating presentation decks
What We Built
We implemented AI automation across the entire sales workflow:
- Lead research: AI compiles company background, recent news, tech stack, and key contacts before reps even start
- Proposal drafting: AI generates first drafts using past winning proposals and company-specific context
- Follow-up sequences: Personalized follow-ups drafted automatically based on meeting notes
- Meeting prep: AI summarizes all prior interactions and suggests talking points
- CRM updates: Meeting notes automatically parsed and logged
The Results
After 8 weeks of implementation and 4 weeks of optimization:
- Reps now spend 60% of time selling (up from 35%)
- Lead research time: 2-3 hours → 20 minutes
- Proposal creation: 4-6 hours → 1 hour of editing
- Pipeline velocity doubled
- No additional headcount needed despite 40% quota increase
Key Insight
The goal isn't to replace salespeople—it's to let them do what they're good at. Your best closer shouldn't be spending hours on research. AI handles the prep work; humans handle the relationships.