B2B Sales Briefing Assistant

The experiment

Account executives spend 20–40 minutes preparing for a call, skimming CRM notes, old threads, and the prospect’s site. The experiment: can a retrieval pipeline produce a one-page brief that a skeptical salesperson actually trusts — relationship history, open commitments, risks, and three informed talking points — in under thirty seconds?

Trust is the product. Every statement carries an inline citation to its source record, and anything the system can’t ground is rendered as an explicit gap (“No pricing discussion on record”) rather than filled with plausible fluff. A brief that is 80% complete and 100% verifiable beats one that reads perfectly and invents a renewal date.

Shape of the build

• Connectors: CRM, mail archive, calendar, and a curated set of public pages
• Retrieval over a per-account index; generation constrained to cited extracts
• Brief schema: relationship state, commitments, risks, talking points, unknowns
• Delivered where the meeting starts — calendar invite link and Slack/Teams message

Why this stays an experiment for now

The hard part is not generation but permissioning: a brief must never surface an email the requesting rep couldn’t already read. The prototype scopes to a single shared inbox and one CRM role to keep the access model honest while the interesting question — does citation discipline change whether reps trust and use AI briefs — gets answered.

Evaluation plan

• Blind review: reps rate AI briefs vs. their own prep notes on usefulness and accuracy
• Citation-click rate as a proxy for earned trust
• Hallucination audit: zero uncited factual claims tolerated across a 100-brief sample