How AssessFirst Qualifies 100% of Opportunities Objectively with Modjo

With Modjo, AssessFirst can now:

• Automatically fill its CRM (HubSpot) fields related to the MEDDICC sales methodology
• Implement prospect scoring to objectively assess business opportunities
• Ensure that information captured about prospects and clients is properly transferred between teams to guarantee a high-quality customer experience

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The Context

AssessFirst is an HR platform specializing in predictive recruitment and employee management. A French leader and a key player in Europe, they rely on both Soft Skills and Hard Skills to help organizations make the best decisions in recruitment and talent development. The company, fully remote, brings together around fifty salespeople (Business Developer Representatives, Account Executives, Customer Success Managers, Account Managers), all overseen by a single Sales Ops manager.

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Centralizing Sales Data Remotely: A Critical Challenge for AssessFirst

At AssessFirst, the challenge came not only from fully remote work, but especially from the difficulty of ensuring the reliability of key information required for MEDDICC.

The tool initially adopted, Jiminny, partially met the coaching needs of the teams, but proved insufficient for managing long-term sales follow-up.

With sales cycles ranging from 80 to 200 days, it became essential to centralize all customer interactions in the CRM and ensure that every step of MEDDICC was completed without loss or alteration. However, the manual entry process was a major bottleneck:

• AEs had to re-enter their notes afterward, often with delays and omissions.
• The quality, accuracy, and consistency of the data varied greatly.

“AEs took notes during calls to fill in HubSpot afterward: the notes were no longer entirely reliable, memory wasn’t as fresh. There was both a loss of information over time and a deterioration in data quality, because we’re only human.”

Corentin Marque, Sales Ops, AssessFirst

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Automating CRM Entry and Securing Data with Modjo

AssessFirst therefore chose Modjo to go beyond sales team coaching and ensure CRM data quality:

“After a year, we realized that Modjo had taken a big lead in everything related to automation and CRM integration.”

Corentin Marque, Sales Ops, AssessFirst

At each prospect interaction, Modjo identifies, extracts, and fills in the CRM fields linked to MEDDICC, entering the data on behalf of the salesperson, who only needs to verify the information:

“AEs used to spend an average of 7 minutes manually completing MEDDIC. With Modjo, this data entry time is not only reduced to a simple review, but also divided by 14. We have a double benefit: a time saving and a clear improvement in the quality of information circulating in the CRM.”

Corentin Marque, Sales Ops, AssessFirst

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Thanks to Modjo, an Objective Arbitration of Opportunity Qualification Has Been Established

At AssessFirst, interpretation conflicts over opportunity qualification were frequent. AEs often ended up with many poor-quality opportunities in their sales pipeline.

“We had internal criteria, but each criterion was subject to interpretation. We needed AI to be 100% objective.”

Corentin Marque, Sales Ops, AssessFirst

Corentin then set up a prompt in Modjo that:

• Automatically analyzes calls
• Objectively assesses whether an opportunity is linked to a prospect that fits their definition of a qualified lead
• Provides a confidence score and justifies its evaluation

“This saves us a huge amount of internal time in arbitrating the quality of incoming leads: before, BDRs pushed to qualify everything, AEs filtered, and that created tensions. Today, Modjo provides a first detailed and objective opinion, making it easier for AEs and managers to decide whether to pursue the opportunity or not.”

Corentin Marque, Sales Ops, AssessFirst

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Natural Adoption Thanks to Perceived Value

At AssessFirst, salespeople quickly embraced Modjo thanks to the AI CRM Filling agent. The benefit was felt immediately: less manual entry, more time to sell.

“The AEs who are now proactive with Modjo are the same ones who were resistant to Jiminny.”
Corentin Marque, Sales Ops, AssessFirst

The CRM, now powered by Modjo, has become a true source of truth, leveraged by all teams to track client conversations and step in with the right information at the right time on high-value opportunities.

“It’s amazing to have all exchanges concentrated in one place: emails, video calls, phone calls… Sales reps handle multiple deals at once, and having a quick summary thanks to the Ask Anything agent — to know where I stand, what the main blockers are, basically all the prep work that used to take hours is now done in a minute, that’s incredible.”

Corentin Marque, Sales Ops, AssessFirst

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If you too want to automate data entry throughout the sales cycle, contact your Account Manager or request a Modjo demo.

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