One sales rep's 30-day AI pilot that won leadership buy-in
A regional sales leader at a pharmaceutical manufacturer cut prospecting time in half with Copilot, then used the results to win leadership support for AI across the sales team.
Industry
Pharmaceutical manufacturing
Team
Regional sales
What they bought
1:1 AI strategy sessions
Tools
Microsoft Copilot, Copilot Studio, SharePoint
Timeline
30-day pilot, then ongoing
The challenge
Prospecting ate more than 12 hours of the week: researching accounts, drafting emails and logging follow-ups. There was no formal AI training and no company-wide AI program to lean on, just a busy rep and the Microsoft tools the company already had.
The training GrowthUP provided was great and I feel very comfortable using the new tools while increasing my efficiency. Plus, the customized workflow GrowthUP helped me pilot cut my weekly prospecting process in half and lead to $6M in pipeline.”
Regional Sales Director, Pharmaceutical Manufacturer
What we did
-
Align
Started with a 60-minute process review and a personal SMART goal: cut prospecting time in half in under 30 days while raising lead quality.
-
Integrate
Built a Copilot prompt that turns the drug-trial news landing in the rep's inbox each day into a top-five prospect list, likely titles and a tailored first email for each, with the rep reviewing every one.
-
Scale
Shared the results with leadership, then extended the work to a governed Copilot Studio agent over SharePoint that answers 430+ RFI and RFP questions from the team's own documents.
The results
50%
less weekly prospecting time, from 12 hours to under 6
$6M
in new pipeline, built with the prospecting workflow and the RFP agent
3 days
to answer an RFP, down from 2 weeks
Results as reported by the client.
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