Everyone’s racing to “AI their sales.”
AI cold calls. AI closers. AI chatbots that negotiate deals in real-time.
Sounds futuristic. But here’s the catch: Most sales orgs are trying to automate the part of their process that isn’t the real problem.
The Real Problem Isn’t in the Sale - It’s Everything Before It!
Let’s get one thing straight:
According to Salesforce, the average sales rep spends only 28% of their time on actual selling.
The rest is eaten alive by operational drag:
Updating CRMs
Researching leads
Manually qualifying prospects
Copy-pasting data across tabs
Building pitch decks and proposals
Writing follow-up emails from scratch
Jumping through internal Slack threads and handoffs
Tracking “next steps” in Sheets, ideally the CRM or nowhere at all
It’s death by 1,000 microtasks.
And it’s happening before the first real conversation even begins.
Now here’s the crazy part: Most companies are trying to automate the remaining 28%. The calls. The demos. The revenue moments.
That’s like pouring nitro into a car with a flat tire.
Sales Isn’t Broken. Your Process.
Most salespeople aren’t underperforming. They’re under-leveraged.
They’re spending 10+ hours a week doing tasks an AI automation could handle, and another 5 hours chasing bad leads that should’ve never been in the pipeline.
Fixing this isn’t about replacing reps with robots. It’s about freeing them to do the job they were hired for: selling.
Introducing the 72% Automation Strategy
We’ve helped B2B teams flip their funnel, not by hiring more reps, but by automating the invisible work that clogs the top.
Here’s how it works:
1. Automated Lead Research
Instead of reps spending hours Googling companies or trawling LinkedIn:
Our bots scan firmographic and technographic data
Identify buyer signals like hiring trends, funding, SEO maturity, and tool stacks
Enrich contacts with verified emails, roles, regions, and URLs
Pull relevant insights like recent news, industry keywords, and ICP fit scores
Result: Every new lead lands with rich, actionable context before a rep lifts a finger.
2. Automated Qualification
Before anyone hits “send” on an outbound message:
Leads are auto-scored based on your ICP criteria
Disqualified contacts are filtered out early
Hot leads are ranked by intent, buying stage, and relevance
Routing logic ensures the right rep gets the right prospect at the right time
Result: Salespeople don’t waste time chasing ghosts. They focus on high-probability conversations.
3. Automated CRM + Task Setup
Instead of updating records manually or forgetting key steps:
New leads are pushed into your CRM with full context
Tasks are auto-assigned based on pipeline stage and timing
Follow-up reminders, templates, and sequences are generated
SalesOps has clean, real-time data without chasing reps
Result: No more “forgot to follow up” or “can’t find the notes” syndrome.
What Happens When You Automate the Right 72%
Across dozens of automation projects, here’s what we’ve seen:
+200–300% more selling time per rep
4× higher outbound response rates due to better lead quality
Smarter follow-ups with AI-written emails tailored to the lead’s profile
Lower CAC due to less time wasted and tighter targeting
Sales velocity increases without changing headcount
And the best part: No one gets replaced. No one gets overworked. You just stop bleeding hours on the wrong activities.
Don’t Start with the 28%. Start with the 72%.
AI is a force multiplier, but only if you point it at the right bottlenecks.
If your team is:
Stuck researching leads manually
Working with incomplete or stale CRM data
Spending more time updating tools than closing deals
Struggling to prioritize accounts or move deals forward
Then you don’t need more salespeople. You need better systems.
