.png)
Artificial Intelligence is reshaping the sales landscape—and every Chief Revenue Officer (CRO) and Sales Leader is asking the same question: Where should we start?
The right AI sales investment can accelerate revenue, improve rep performance, and unlock scale. The wrong one can slow deals, damage trust, and complicate the buyer experience. Amid the noise of generative tools and productivity assistants, there’s one place where AI consistently delivers high-impact outcomes: the mid-funnel.
Today’s AI spending tells a clear story: most investments are going to the top and bottom of the funnel. From AI SDRs for outreach to post-sale customer service bots and forecasting assistants, teams are automating edges of the sales cycle—but ignoring the center.
That’s a strategic blind spot.
While the mid-funnel accounts for nearly 60% of the sales cycle, it receives only 10% of RevTech investment. This is where deals are qualified, validated, and advanced—or stalled indefinitely.
It’s the messy middle. It’s where momentum dies, where Sales Engineers get overwhelmed, and where reps spend more time chasing answers than selling. And yet, this is where revenue actually happens.
Top-of-funnel AI might help you fill the pipeline. Bottom-of-funnel tools might support retention. But if you can’t move deals through the middle efficiently, nothing else matters.
That’s why the AI Sales Agent is becoming the go-to solution for sales teams that want to unblock the middle and drive conversion at scale.
AI Sales Agents aren’t just chatbots or virtual assistants. They’re domain-aware, autonomous digital teammates that help sellers overcome the very bottlenecks that clog the sales cycle.
Here's why AI Sales Agents are the most impactful—and overlooked—entry point for AI in sales:
✅ They Fill the Mid-Funnel Void
AI Sales Agents are purpose-built to operate in the most complex part of the sales cycle. They handle buyer objections, deliver technical responses, align stakeholders, and generate custom collateral—automatically.
✅ They Scale Technical Expertise
With AI Sales Agents, every rep gains on-demand access to product knowledge that would typically require a Sales Engineer. This scales your team’s ability to handle detailed solution validation without adding headcount.
✅ They Drive Velocity, Not Just Activity
By reducing manual follow-ups and eliminating the need to chase internal resources, AI Sales Agents keep deals moving forward. Faster progression = more predictable pipeline = higher win rates.
✅ They Make Reps Smarter
Rather than replacing sellers, AI Sales Agents empower them with real-time insights, surfacing competitive differentiators and product-fit guidance at exactly the right stage.
According to Clari, the average pipeline is three times larger than actual closed-won revenue—a signal of bloated forecasts and stuck deals. And Salesforce reports that 70% of rep time is spent on non-selling activities. Much of that friction lives in the middle of the funnel: technical validation, internal coordination, manual prep work.
This is where AI Sales Agents make their mark. By working proactively within the flow of the deal, they compress timelines, reduce manual effort, and ensure buyers get the clarity they need—when they need it most.
Investing in AI Sales Agents isn’t just an efficiency play. It’s a strategic move with cross-functional value:
As more companies explore AI for sales, the temptation is to start where it's visible: more outbound, better dashboards, faster summaries. But if you want impact you can measure in revenue, the AI Sales Agent in the mid-funnel is your smartest first move.
This isn’t just about automation—it’s about execution. It's about meeting buyers with substance, speed, and certainty.
Take a tour of Vivun's AI Sales Agent at vivun.com/tour.
.avif)
.png)
.png)
.png)
