How Qodo Is Using AI For Better Sales Execution
About the Company Qodo is an AI-native development platform that accelerates software delivery and improves code quality. By unifying real-time code understanding, documentation, and test generation, Qodo enables engineering teams to ship faster and with greater confidence.
Disconnected Tools, Disjointed Processes
Qodo’s sales team was spending valuable selling time bogged down by admin. Reps spent ~20 minutes per call updating the CRM, writing follow-up emails, and trying to piece together notes after the fact. Despite having tools like Gong and Slack in place, much of the team’s tech stack was underutilized, and information was hard to find or act on. Sales leader Ethan Schechter needed a way to eliminate friction, drive better adherence to their MEDDPICC process, and increase team visibility into pipeline health.
The team faced three major challenges:
- Wasted Time
Manual data entry and follow-up slowed reps down after every call. - Low Playbook Adoption
With inconsistent qualification and usage of MEDDPICC, forecasting and reporting were impacted. - Fragmented Information
Data in the CRM was often incomplete or difficult to extract, hurting handoffs and deal tracking.
“The biggest issue wasn’t just time. It was the lack of visibility. Without complete data in the CRM, we couldn’t see how deals were progressing and where to focus coaching efforts.”
Building a Scalable, AI-Driven Sales Process
To eliminate friction and bring consistency across the sales process, Qodo made a series of strategic moves to transform how their reps work.
- They implemented WINN’s live AI guidance during calls to reinforce MEDDPICC in real time, ensuring reps asked the right questions and captured critical deal data as conversations unfolded.
- They automated manual workflows, removing the burden of CRM updates, follow-up emails, and post-call admin so reps could stay focused on selling.
- They removed the dependency on reps to manually log notes and next steps, ensuring key data always made it into the CRM and their sales stack.
The result? A leaner, more scalable sales process where reps spend less time on admin and more time driving deals forward.
What Qodo Gained from Going AI-First
- 91% reduction in time-to-CRM: From 20 minutes to 1.7 per call
- 43% increase in MEDDPICC adoption: From 44% to 63% alignment
- Improved visibility: Deals are better qualified, and sales leadership can clearly see where each opportunity stands
- Stronger forecasting: With more complete CRM data and process alignment, accuracy is stronger
- Less mental fatigue: Reps focus more on the customer conversation, not on remembering what to type in after
“Our data is accurate, our processes are consistent, and the whole team is qualifying deals the same way. It’s given us clarity and structure on a whole new level.”
