How to Automate Prospecting Workflows

I asked my team a simple question last week: "What's still eating up your time every day?" The room got quiet. Then Sarah, one of our top AEs, spoke up. "Meeting prep. I spend 20-30 minutes before every call just trying to figure out who I'm talking to, what their company does, and what questions I should ask. Yes, we have a few tools that give me some fluff about the people I am talking to, but I still need context specific to us, our customer, and how I can add value when I step into the meeting...." She pulled up her screen and walked me through her process: - Check LinkedIn profiles for each attendee Research the company website - Look up recent news or funding Scan their tech stack for competitors - Draft discovery questions Block time for follow-up tasks "This is for ONE meeting," she said. "I have six today." Five minutes into her walkthrough, I stopped her. "Five minutes is five minutes too long. We're fixing this today." That afternoon, I built what my team now calls "the prompt to rule them all." Here's what our Daily Sales Agenda AI agent does automatically every morning: 1. Scans each rep's calendar for the day 2. Researches every non-company attendee 3. Pulls prospect insights and company context 4. Maps strategic connections to our solution 5. Generates tailored discovery questions for each meeting 6. Flags if competitors appear in their tech stack 7. Recommends optimal time blocks for deal management Schedules post-meeting follow-up windows 8. Creates a daily deal hygiene checklist 9. Suggests new prospect research windows The agent delivers this as a personalized briefing document before their first coffee. Sarah tested it the next day. Her reaction? "I feel like I have a research team working for me overnight." But I didn't stop there. Version 2.0 is already in development. It will pull data from Salesforce, analyze recent Gong calls, cross-reference email engagement, and even suggest which deals need attention based on last activity. But here's the real insight: This isn't about the tool I built. It's about changing how we think about sales operations. For years, we've accepted that "good sales reps do their homework." We've normalized 2-3 hours of daily admin work as "part of the job." That's insane. Your reps shouldn't be spending 30% of their day on tasks a computer can do in 30 seconds. The old growth equation was: more people = more revenue. The new equation: remove friction = sales superheroes. Every minute your team spends on manual research, data entry, or administrative tasks is a minute they're not solving problems for prospects. We don't need to buy every shiny new sales tool. We can build targeted solutions for our specific workflows. The question isn't "Can we afford to invest in automation?" The question is "Can we afford NOT to?"

3 Salesforce automations tech companies should implement today (If they want to scale without the busywork): Manual tasks are killing your growth. If you’re still assigning leads, chasing follow-ups, or leaving renewals to chance - you’re moving too slow. Here’s how to fix it: 1) Automate lead assignment When a new lead comes in, speed matters. Don’t waste time manually routing leads to your team. Set up automation to assign leads instantly based on: • Territory • Deal size • Product interest Your reps should know exactly who owns the lead - the moment it enters the system. 2) Automate follow-up tasks Manual task creation is a silent time killer. Your CRM should automatically trigger follow-up tasks when: • A new lead is assigned • A deal moves stages • A prospect replies No more guessing. No more forgetting. Just clear next steps, every time. 3) Automate renewal reminders Retention is revenue. Your CRM should automatically flag upcoming renewals to your team, so nothing slips through the cracks. Better yet: • Trigger upsell tasks based on customer activity • Automate renewal workflows to keep deals moving Retention revenue is the fastest win for scaling tech companies. Your CRM should make it automatic. The more you automate, the more time your team spends on what matters: closing deals and keeping customers. Don’t let manual tasks slow you down. P.S: Subscribe to my newsletter — I share proven ways to turn your CRM into a growth engine. Sign up here: https://lnkd.in/gBukTtJN

Last week, I heard from a super impressive customer who has cracked the code on how to give salespeople something they’ve always wanted: more selling time. Here’s how he transformed their process. This customer runs the full B2B sales motion at an awesome printing business based in the U.S. For years, his team divided their time across six key areas: 1. Task prioritization 2. Meeting prep 3. Customer responses 4. Prospecting 5. Closing deals 6. Sales strategy Like every sales leader I know, he wants his team to spend most of their time on #5 and #6 — closing deals and sales strategy. But together, those only made up about 30% of their week. (Hearing this gave me flashbacks to my time in sales…and all that admin tasks 😱) Now, his team uses AI across the sales process to compress the amount of time spent on #1-4: 1. Task prioritization → AI scores leads and organizes daily tasks 2. Meeting prep → AI surfaces insights from calls and contact records before meetings 3. Customer responses → Breeze Customer Agent instantly answers customer questions 4. Prospecting → Breeze Prospecting Agent automatically researches accounts and books meetings The result? Higher quantity of AI-powered work: More prospecting. More pipeline.  Higher quality of human-led work: More thoughtful conversations. Sharper strategy. This COO's story made my week. It's a reminder of just how big a shift we're going through – and why it’s such an exciting time to be in go-to-market right now.

We’ve been building powerful AI agents and workflows across every part of our sales process — here are some of our favorites: 📨 Automate daily meeting prep – Each morning, an AI assistant emails the team a sales meeting agenda, complete with attendee insights, past interactions, and talking points for every call. 📞 Compile meeting minutes to create a call query chatbot – All calls are transcribed and saved for this assistant to reference, so we can ask questions, get summaries, and draft informed follow-up emails in seconds. 🤝 Identify decision-makers on new leads – When a new lead arrives, an AI research agent pinpoints the key people from the company for us to be in contact with, providing us with their LinkedIn profile and email automatically. 📈 Draft cold emails using deep company research – AI finds and pulls data from company 10-Ks to create personalized, high-impact emails for executives and founders. 👨💻 Enrich leads + send personalized emails – When a lead fills out our website form, this workflow enriches their contact in our CRM and instantly drafts them a hyper-personalized intro email. 📑 Answer RFP questions in bulk – AI reads RFPs in any format and automatically generates responses based on our past answers and company knowledge.

Diving deeper into AI innovation for GTM, here are some of the 🚀 Sales Workflows 🚀 we're investigating: 🤖 RAG bot for sales intelligence – AI-powered retrieval-augmented generation (RAG) bot that allows AEs to query knowledge bases (Salesforce, Gong, marketing content) for competitive insights, objection handling, and best practices. 💻 Customized sales deck automation – AI-generated, account-specific sales decks that auto-populate with prospect data, industry benchmarks, and relevant case studies. 👩🏫 Real-time AE call coaching & collateral – AI listens to live sales calls (via Gong, Zoom) and surfaces talking points, competitive battlecards, and relevant content in real time. ✍ Automated meeting prep & follow-ups – AI summarizes past interactions, generates key insights, and drafts follow-up emails with next steps after sales calls. ✳️ AI-powered deal risk assessment – AI reviews pipeline data and flags at-risk deals, recommending corrective actions based on past win/loss patterns. 🤝 AI-driven proposal & contract generation – Automate the creation of tailored sales proposals and contracts using customer data and historical deal patterns. What AI-powered workflows are you building?