Industries / B2B sales teams
For B2B sales teams
Give your sales team more time to actually sell.
The job is to understand accounts, talk to prospects and advance opportunities. The week disappears into research, CRM updates, data entry, meeting prep, follow-up drafts and pipeline cleanup instead. Dekundy Group builds agents and automations around account research, lead qualification, CRM hygiene, follow-up and pipeline visibility, with reps approving what goes out.
Not sure which of these applies to you? The CA$49 audit works that out first, and says so plainly when the answer is that nothing needs building. See the system
- Founder-led sales
- Small sales teams
- Business development
- Account executives
- Sales operations
- B2B companies with a CRM
- AI sales agent
- Account research
- Lead qualification
- CRM automation
- Follow-up monitoring
- Meeting preparation
- Pipeline alerts
- Sales command center
Recognisable problems
Where the week actually goes.
Research eats the morning
Before a call, someone reads the website, the news and the last three emails, then writes it up. The next rep does the same for the same account next quarter.
The CRM is updated later
Notes live in notebooks and inboxes until Friday. Stages drift, next steps go blank, and the forecast is whatever the last person remembered.
Follow-up depends on the rep
Good opportunities go quiet because the follow-up was in someone's head and the week got busy.
Nobody can see the pipeline honestly
Which deals are stalled, which are concentrated in two accounts, which changed since Monday. The answer takes a meeting.
Featured system
AI lead and sales agent
Every inbound lead is researched, summarised and qualified against your criteria. Business rules assign the owner and priority. The agent drafts the first outreach and the follow-ups for approval, writes structured CRM fields instead of free text, and flags opportunities that have gone quiet. Pipeline stages and values stay consistent because the system keeps them, not the rep.
Incoming leads
3 new- Harbour DentalWebsite and intakeNew
- Kessler & VanceCRM cleanupQualified
- Northline LogisticsReportingAssigned
Harbour Dental
Awaiting approvalAI summary
Two-location dental practice. Wants online booking and a way to stop enquiries going unanswered. Decision maker on the call. Timeline: this quarter.
Owner
J. Okafor
Next step
Call by Thu 14:00
- Captured
- Qualified
- Routed
- Reply
- Monitor
Components
- Lead capture
- Account research
- AI summary
- Qualification scoring
- Owner assignment
- Next-action recommendation
- CRM field updates
- Follow-up monitoring
- Pipeline dashboard
Input
01Lead
Inbound form, referral, event list or CRM import.
AI agent
02Research
Company, role and context from approved sources.
AI agent
03Summary
Two lines a rep can act on.
AI agent
04Qualification
Scored against your criteria, reasons listed.
Business logic
05Owner
Routed by territory, segment or load.
AI agent
06Next action
Recommended step, follow-up date and a drafted message.
Human approval
07Approval
The rep edits or approves. Nothing is sent without a person.
Automation
08CRM and follow-up
Structured fields written, tasks and reminders created.
Output
09Pipeline
Stalled and concentrated deals surface on the overview.
- Input
- AI agent
- Business logic
- Automation
- Human approval
- Output
Second system
Account and market intelligence
Target accounts and competitors are monitored from approved sources. New developments become an opportunity hypothesis, talking points and CRM notes, ready for the rep to review before the call.
Weekly intelligence briefing
Mon 07:00What changed
- Two competitors changed pricing on entry plans. 3 sources
- New tender published in the target region, closes in 18 days. 1 source
- Prospect account announced a new operations lead. 2 sources
Sources
Agent
Running- Compared against last week
- Drafting summary
Components
- Target account registry
- Company research
- Relevant developments
- Opportunity hypothesis
- Talking points
- CRM notes
Input
01Target account
Chosen by the team, tracked from approved sources.
AI agent
02Company research
Profile, developments, hiring and announcements.
Business logic
03Relevant developments
Scored for importance against your criteria.
AI agent
04Opportunity hypothesis
Why now, and which offer fits.
AI agent
05Talking points and CRM notes
Drafted for the rep, written to the record on approval.
Human approval
06Next action
The rep decides and owns the conversation.
- Input
- AI agent
- Business logic
- Automation
- Human approval
- Output
What can be built
Agents, automation, dashboards and software for b2b sales teams.
AI agents
- AI sales agent
- Account research agent
- Lead enrichment
- Meeting preparation
- Opportunity summaries
Automation
- CRM automation and hygiene
- Follow-up monitoring
- Lead routing
- Executive pipeline briefings
Dashboards
- Sales command center
- Pipeline alerts
- Stalled-deal and concentration reports
Software
- Sales enablement tool
- Quote and proposal workflow
- Territory and account planner
The shape of the change
Typical manual workflow, and an example system architecture.
Illustrative. The left column is how this work commonly runs; the right is one way a system can run it. Neither describes a specific customer, and no improvement is claimed.
Typical manual workflow
- 01
Lead noticed
Depends on: Inbox and CRM notifications
- 02
Account researched
Depends on: Twenty minutes of tabs per rep, per account
- 03
Qualified
Depends on: Instinct, applied differently by each rep
- 04
First outreach
Depends on: A template found in last month's sent folder
- 05
CRM updated
Depends on: Friday afternoon, from memory
- 06
Follow-up
Depends on: The rep remembering
- 07
Pipeline review
Depends on: A meeting to find out what changed
Example system architecture
- 01
Lead captured and researched from approved sources
AI - 02
Qualified against agreed criteria with reasons listed
AI - 03
Owner and priority assigned by rule
Automation - 04
Outreach and follow-ups drafted, then approved by the rep
Person - 05
Structured CRM fields written from the conversation
Automation - 06
Stalled deals and concentration flagged daily
Automation - 07
Pipeline visible and current without a meeting
System
From published research
The problem is measured.
Published research on selling time, lead response and information findability. These describe the size of the problem, not Dekundy Group results.
30%
Salesforce's 2024 survey of 5,500 sales professionals found reps spend only about 30% of their week actually selling. The rest goes to admin, data entry, quotes and internal meetings.
Source: Salesforce Research, State of Sales, Sixth Edition (2024)
7x
Research published in Harvard Business Review, covering 1.25 million leads, found firms that responded to a web enquiry within an hour were nearly seven times as likely to qualify it as those that waited even one hour more.
Source: Harvard Business Review, The Short Life of Online Sales Leads (Oldroyd, McElheran, Elkington) (2011)
47%
A 2023 Gartner survey of 4,861 employees found 47% struggle to find the information or data they need to do their jobs, while the average desk worker now juggles 11 applications.
Source: Gartner, Digital Worker Survey press release, 10 May 2023 (2023)
Who does what
What the AI handles, what automation handles, what stays with your people.
The AI agent
What the AI actually does
- Researches accounts and prospects before a call
- Summarises and qualifies each lead with reasons
- Drafts outreach and follow-up messages in the rep's tone
- Prepares meeting briefs and opportunity summaries
- Writes structured CRM fields from calls and emails
Automation
What gets automated
- Routes leads by territory, segment and load
- Creates follow-up tasks and reminders
- Keeps stages and next actions current
- Flags deals with no activity after an agreed interval
- Assembles the pipeline briefing on schedule
Human control
What a person controls
- Approves every message before it reaches a prospect
- Sets qualification criteria, territories and routing rules
- Overrides priority, owner or stage at any time
- Runs the conversation and closes the business
Example engagement
Sales agent and command center
A realistic scope for this kind of business. Not a fixed product; the exact scope and price are agreed in writing after discovery.
Could include
- Lead capture and research
- AI qualification with reasons
- Owner and priority routing
- Outreach and follow-up drafting with approval
- Structured CRM updates
- Stalled-deal alerts
- Pipeline dashboard and briefing
- Account intelligence for target accounts
What moves the price
- CRM and its API
- Number of lead sources
- Research sources and permissions
- Team size and routing rules
- Whether a dashboard or briefing is needed
Pricing
Builds start around CA$2,500
Indicative build budgets CA$3,500 to CA$8,000 · Larger multi-system builds CA$8,000+
Multi-step implementations are quoted according to integrations, channels, data, custom interface, number of workflows and permissions. Not sure where to begin? The CA$49 AI & Efficiency Audit, or a Workflow & System Design from CA$750, comes first.
Adam Dekundy
Founder, Dekundy Group
Built directly with the person who designs it
You are not passed from a salesperson to a delivery team. The work starts by understanding what your reps do by hand between finding a prospect and advancing an opportunity, defining what better means for the pipeline, and building the system around it.
The Build Guarantee
We agree on what the system needs to accomplish before the build begins. If it does not perform the agreed function, Dekundy Group keeps working on the implementation at no additional implementation fee until it does.
What does your team currently do manually between finding a prospect and advancing an opportunity?