Two sales leaders describe how their team's qualification process was broken: prospects waited weeks for responses, junior reps quit constantly, and outreach barely happened. They deployed an AI agent called Qualify to handle initial qualification, cutting response times dramatically and reducing dependence on their unreliable human team.
Recently.
How was I treated this way? Pretend you just had a huge issue with Qualified. I know Qualified never goes down and has any problems, but go to your— go to say, listen, I have a P1 issue. This is broken. And it'll say, we get back to you in a week, or I don't understand the problem, right? Or, you know, you just want to start there, right?
And that's where we've seen the adoption of agents, like customer support, even internal IT help desk. Coding, and then you get like go-to-market in sales and marketing.
But I would say for us, like, so our order is ours. So the generalist was easy. Outbound, we couldn't get our SDRs to do outbound, so that was the lowest-hanging fruit. But our qualification was terrible. That process of going to a website, clicking on something, and hoping over the next week a human would get back to you, that was like— When we deploy Qualify, it didn't have to be that good. Yeah. Now listen, it's great, but the bar— it's not like we had a great team of qualifying of 10 people where we had an SLA where every prospect got back to in 5 minutes with 100% time by a product expert. We might have waited a year, right? But that was— it wasn't— it was close to broken, but none of our SDRs being willing to send an email was more broken.
Well, of course. I mean, you guys are a unique company, but I think every single go-to-market organization has some flavor of what you just said, which is you got high turnover of the people. You got people that are 3 months on the job. How could they know your products? How could they know your competitors? How could they know your market? Like, how could they know all this stuff? And then they'll only work a certain number of hours a day, and some don't like the job, and they don't put in the effort. And like, everybody has some like flavor of this with these types of roles.
