Sales reps waste 72% of their time on admin instead of selling. Human-automation fixes this by using AI to handle busywork while amplifying human expertise.
The 6 tactics:
1. Automate list building: AI analyzes your wins to find hidden patterns
2. Time outreach with buying signals: Route hot accounts within hours of trigger events
3. Prep calls with AI briefs: Get 300-word summaries instead of 23-tab research sessions
4. Personalize at scale: AI finds conversation starters from digital footprints
5. Turn conversations into action: Upload transcripts, get clean recaps and CRM updates
6. Clone your best rep: Train AI on top calls for real-time coaching
Bottom line: Don’t automate to replace people. Automate to free them for what humans do best–build trust and solve problems.
Sales reps spend only 28% of their week actually selling. The rest gets swallowed by admin tasks, data entry, and research that could be automated.
Our CEO Yoni Tserruya recently joined the 30 Minutes to President’s Club podcast to discuss this exact problem. In his conversation with Nick Cegelski and Armand Farrokh, Yoni shared how we’re using AI at Lusha not to replace salespeople, but to amplify their best instincts.
The result? Our reps reclaim hours each week for what matters most: building trust with customers and closing deals.
Here’s how we do it.
1. Automate list building based on your wins
Stop building prospect lists from gut instinct. Instead, feed your last 20+ closed deals into AI and let it discover patterns you never noticed.
Maybe your best customers all hired engineering talent in the past six months. Maybe they share an obscure tech stack combination. Maybe they’re all in adjacent industries you hadn’t considered.
What this looks like:
- Pull 6-12 months of closed-won opportunities
- Let AI identify shared attributes across companies and contacts
- Generate lookalike lists automatically
- Push approved prospects directly into your outreach sequence
The AI often surfaces criteria you would never have thought to filter for. That’s where the real opportunities hide.
2. Time your outreach with buying signals
Your reps don’t need bigger lists. They need better timing.
Track trigger events across your target accounts: funding rounds, new executive hires, product launches, office openings. When these signals fire, route those accounts to your team within hours.
What this looks like:
- Define 5-7 events that historically correlate with pipeline
- Monitor these signals across your ideal customer profile
- Auto-create tasks with time-sensitive windows: “Warm intro” (weeks 0-2), “Change management opportunity” (weeks 2-8)
- Keep lists live and current
A company that just hired a new Head of Sales is probably evaluating tools in their first 90 days. Your team should be first in line.
3. Prep every call with AI briefs
Call preparation shouldn’t require 45 minutes and 23 browser tabs.
Deploy AI agents to compile one-page briefings hours before each meeting: recent company news, org changes, product usage patterns, decision-maker LinkedIn activity.
What this looks like:
- Generate briefings 4 hours before calls, refresh 15 minutes before start
- Cap at 300 words with clear sections: Context, Hypothesis, 3 validation questions
- Auto-attach to calendar invites and CRM records
Your reps walk in informed, not overwhelmed. They can spend prep time strategizing instead of frantically Googling basic facts.
4. Personalize at scale without the research tax
Generic outreach gets ignored. But personalized research doesn’t scale.
AI can scan prospects’ digital footprints (LinkedIn posts, interviews, press releases) and surface conversation starters that prove you did your homework.
What this looks like:
- Limit to 1-2 lines tying recent signals to specific value props
- Require clear “because” logic: signal → reason to talk now
- Store icebreakers in CRM so context travels with the account
The goal isn’t flattery. It’s relevance. If a stranger sent this message to you, would it feel like a human noticed something real?
5. Turn conversations into action automatically
After productive calls, the last thing reps want is spending 30 minutes on follow-up emails and CRM updates.
Upload call transcripts to AI and get clean summaries within minutes: pain points discussed, solutions proposed, owners assigned, next steps agreed.
What this looks like:
- Standardize recap templates: 3 pain points, 3 desired outcomes, 3 next steps
- Auto-send follow-ups within 10 minutes
- Update CRM fields automatically to prevent data decay
Professional recaps reach buyers while the conversation is still fresh. Nothing falls through the cracks.
6. Clone your best rep’s instincts
This is where it gets exciting.
We trained a custom AI on hundreds of Lusha’s best sales calls. The ones where everything clicked. We fed it our sharpest objection handling, the exact phrases that won deals, how our top performers navigate risk conversations.
Now that AI agent:
- Coaches reps in real time with subtle prompts (not rigid scripts)
- Scores conversations on what actually predicts success
- Onboards new hires by giving them instant access to team wisdom
The breakthrough insight: We’re not replacing people. We’re making great judgment repeatable.
If you’ve ever wished you could clone your star performer and have them whisper advice during every call, this is the closest thing we’ve found.
The future is human-first automation
Most companies use AI wrong in sales. They chase volume over quality, automation over amplification.
The winning approach treats AI as a force multiplier for human expertise. Automate the chores. Protect the conversations. That’s where revenue lives.
At Lusha, we’ve seen this philosophy transform our team. Reps spend less time updating spreadsheets and more time solving customer problems. New hires ramp faster. Win rates improve.
This isn’t about perfect technology. It’s about freeing your people to do what they do best: build trust, understand needs, create value.
That’s the future Yoni described on 30 Minutes to President’s Club. It’s the same principle driving everything we build.
Want to see these principles in action? Listen to the full podcast episode where Yoni breaks down exactly how we built our AI coaching system.
FAQs
Start with recap emails and CRM sync. Low risk, immediate time savings, cleaner data for every downstream motion.
Five to seven. Too few and you miss timing. Too many and you create noise. Prioritize signals that correlate with your historical pipeline.
Use one specific signal and one specific hypothesis. If a stranger sent it to you, would it feel like a human noticed something real?
About 300 words with: why now (signal), who matters (roles), what to test (three questions), and a crisp problem hypothesis.
Only if it is intrusive. Ours nudges lightly and adds most value post-call with a tight debrief and one or two targeted improvements.
