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Failure to Leverage AI in Prospecting
Definition:
SDRs manually research leads and personalize messaging, reducing output and response quality.
SDRs may not use AI tools effectively to surface high-fit leads, leaving AEs with a lower-quality pipeline.
Impact on Revenue Growth:
Slower outreach velocity, inconsistent personalization, and lower reply rates.
AEs spend more time disqualifying bad-fit leads, reducing focus on active selling.
Solution:
Introduced AI tools best suited for this startup's environment, which helped to automate research and message generation while maintaining relevance.
Integrate AI-driven lead scoring and enrichment at the top of the funnel, ensuring only qualified leads reach AEs and improving forecast accuracy.
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