Summary
CloudTalk faced a familiar challenge: thousands of inbound leads but not enough bandwidth to follow up. Instead of letting them go cold, the team deployed an AI Voice Agent to automatically qualify the long tail—reaching 6,531 leads, engaging in 997 conversations, and surfacing high-value opportunities, including €12.8K in pipeline. The result was better pipeline quality, less guesswork for sales, and a scalable approach that delivered a 17× ROI from leads that would’ve otherwise been ignored.
Like many B2B companies, CloudTalk had a backlog of leads that didn’t meet traditional qualification criteria. These contacts were often missing key data points or showed signs of low intent, and as a result, were deprioritized by sales. That left a long tail of potentially valuable leads sitting idle in the CRM.
The turning point came during a routine team meeting, when one question shifted the conversation: What if we had a way to talk to these leads without assigning them to a rep?
That question led to a rapid Voice Agent experiment—one that ultimately reshaped CloudTalk’s lead qualification strategy.
About CloudTalk
Cloud-Based Voice Solutions for Sales and Support Teams
CloudTalk is a business phone system built for customer-facing teams. Headquartered in Slovakia with a global customer base, CloudTalk provides AI-powered voice technology, CRM integrations, and advanced automation tools that help sales and support teams streamline communication and drive revenue.
Challenge
Thousands of Leads Ignored Due to Missing Data or Low Intent
CloudTalk’s marketing engine was doing its job—bringing in thousands of leads every month. But the volume quickly became unmanageable for the business development team. With limited capacity, reps were forced to focus on the top tier of clearly qualified leads, leaving the rest untouched.
The problem wasn’t lead quality. It was context. Many form submissions lacked key information, and reps had no scalable way to separate promising opportunities from low-fit contacts. That meant potentially valuable accounts were being ignored simply because there wasn’t enough time to dig deeper.
“These leads weren’t necessarily bad. They were just incomplete. Without the right context, they slipped through the cracks.”
Over time, thousands of leads went untouched. While high-intent prospects received quick follow-up, this longtail segment sat idle in the CRM—a missed opportunity hiding in plain sight.
Evaluation
Testing AI Voice Agents as a Low-Effort, High-Leverage Follow-Up Channel
Rather than overhauling their lead management process, CloudTalk looked for a targeted way to re-engage overlooked leads with minimal impact on the sales team. The idea was simple: deploy a Voice Agent to ask a few qualifying questions and see what surfaced.
At the time, CloudTalk had just begun experimenting with AI Voice Agents. It was the perfect test case. The team quickly built a lightweight workflow designed to qualify long-tail leads at scale—no selling, just simple discovery.
Because CloudTalk’s AI Voice Agents integrate directly with HubSpot, the experiment was easy to set up. With basic logic, a short script, and a contact list pulled from the CRM, the first agent was live in days.
“We didn’t need the agent to convert. We just needed it to ask the right questions — the ones a BDR would ask in a discovery call and surface the leads worth pursuing.”
Solution
A Lightweight Voice Agent That Asked, Listened, and Qualified
CloudTalk’s team designed the Voice Agent workflow to be as simple as possible. Instead of pitching the product, the agent made short outbound calls to leads the sales team had deprioritized. The goal: ask a few key qualifying questions and hand off only the conversations worth pursuing.
The first version of the flow looked like this:
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01
Call the long-tail leads sales wasn’t touching
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02
Ask basic qualifying questions(What brought you to CloudTalk? Where do you need to call from? How many users?)
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03
If interested, connect to a rep or book a follow-up
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04
If not interested, mark and move on
Expectations were modest. But as soon as the agent launched, it became clear the idea had legs.
“They’re answering. That was the moment we realized this could actually work, leads we thought were dead were picking up the phone and talking to us.”
The test ran in the background with zero lift from the sales team. The results were fed directly into HubSpot, making it easy for the sales team to see which conversations were worth following up on. Conversations started coming in almost immediately—and some of the leads that had been marked “low priority” were now revealing real buying intent.
Results
997 Conversations, €12.8K in Value, and 17× ROI—From Leads Previously Left Untouched
CloudTalk’s Voice Agent reached thousands of previously ignored leads and uncovered unexpected value with minimal effort or cost. In just one campaign, the team saw measurable impact—both in qualified pipeline and internal efficiency. Leads that had once been dismissed for selecting “1–2 seats” were revealing much larger potential.
With CloudTalk’s AI Voice Agent, the team saw:
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6,531 leads contacted automatically via outbound call
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997 conversations held, averaging 3 minutes each
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€12.8K in SQL value generated from previously ignored leads
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Estimated cost of €750, delivering a 17× ROI
“This one agent reached 6,531 leads, had 997 conversations, and delivered €12.8K in SQL value, all from leads our sales team had written off.”
This experiment validated a key use case: AI Voice Agents can create real pipelines by focusing on areas sales teams rarely have time to cover without needing to change the broader process or headcount allocation.
Takeaway
From Experiment to Strategy: Voice Agents Now Part of the Core Toolkit
What started as a one-off test quickly became a blueprint for scalable lead qualification. By using Voice Agents to engage overlooked contacts, CloudTalk uncovered a low-effort, high-impact way to boost pipeline quality without changing how the sales team worked.
The success of this initiative opened the door to new applications across the business—from post-event follow-ups to support call deflection.
“We’re continuing to experiment, but one thing is clear: Voice Agents help us cover the gaps, the moments where there’s interest, but not enough time for a human to respond.”
Today, Voice Agents are more than a side experiment. They’re part of how CloudTalk scales revenue and support—and a core part of the product vision moving forward.
