A while ago, I posted in IA Mastery about how an AI assistant had found 9,783 prospects for my company. The post did well. The spreadsheet, not so much.
Because a rep has no idea what to do with 9,783 rows. They open a few, run into accounts that don’t fit, and go back to their usual list. I don’t blame them. I’d have done the same.
Our prospects are the ones who taught us this. In our sales meetings, one question came up more than any other: “Does it show up in my CRM?” Not “how many prospects?” Not “which AI model?” Does it land where my reps already work.
It sounds like a technical detail. It’s the whole point. Reps don’t adopt tools. They adopt an easier Monday morning.
So at AgifyMD, we rethought what we deliver. No more giant spreadsheet. The goal: every Monday, in the team’s CRM, a short list of healthcare facilities with a reason to buy now. For each one, that reason in a single sentence, with its source and date: a new head of department, equipment added to the capital plan, an upcoming tender, a new procurement director. The person who owns the project. And a first message, already written, waiting in the rep’s drafts.
The rep doesn’t switch tools. They open their CRM like every Monday. The difference is what they find there.
It became our rule: what we deliver lands in the customer’s CRM, or it isn’t ready yet. It was the request we heard most often. We finally listened.
Before you buy or build anything, I recommend a simple two-week test. Give the team the AI’s suggestions where they already work, and count: how many get used as-is, how many get edited, how many get ignored. If more than half are ignored, the problem isn’t the AI. It’s where it delivers, or the reason it gives.
The template: the two-week test
Copy this table into a spreadsheet and fill in one row per suggestion, for two weeks.
The “why” column is the most valuable one: it teaches you what your team considers a good reason to call.
Seen in the field
A reason to call goes stale fast. A signal from a year ago is worth almost nothing; a signal from last week opens a conversation. If your list doesn’t show the date, it’s missing the point.