Equipment lenders enhancing sales ops with AI agents

Equipment lenders have identified agentic AI as a force multiplier in sales operations.  

A good example is MAZO Capital Solutions, which is targeting a more than 50% year-over-year increase in the number of transactions that each salesperson can process annually by using agentic AI, Chief Executive John Pfister told FinAi News, a sister publication of Equipment Finance News.  

The Irvine, Calif.-based lender has deployed AI agents from Salesforce and third-party vendors to perform tasks including:

• Reading emails and text messages;
• Collecting documents;
• Verifying borrower information; and
• Clearing application process steps. 

Automating such tasks enables Mazo’s team of 20 salespeople to focus on higher-value interactions, Pfister said.

These capabilities are significant for independent lenders that don’t have dedicated finance and insurance departments, meaning sales teams often must handle front-end work, he said. 

“They get bogged down with all of these documents they need to finalize or move to a contract,” Pfister said. “I’m really looking at sales transaction fulfillment using AI agents and credit review as the two [AI] areas of priority.” 

The global market for agentic AI in sales is projected to reach $130.8 billion by 2034, up from $6.8 billion in 2026, according to research and consulting firm Market.us, citing financial services adoption as a key driver. 

Next best action  

Canadian equipment lender Meridian OneCap Credit also is realizing agentic AI’s potential to enhance sales operations, President Hugh Swandel told FinAi News.  

The lender plans to pilot AI agents from third-party vendors and expects the agents to boost efficiency in part because they are tailormade for the “very formulaic” nature of sales training, he said.  

“If you’re great at sales, you’re listening to the client and you’re trying to arrive at a win-win conclusion,” Swandel said. Customers “may need a specific kind of structure or they need something done within three days or one day. With agentic AI, you can literally use technology to recommend the next best action 100% of the time.” 

He said agentic AI should elevate performance, especially among less-experienced salespeople.  

“It’ll be more about your ability to have rapport with clients because you’ll be prompted what to say next,” he said. “You won’t have to think as much.” 

Editor’s note: This story first appeared on FinAi News, a sister publication of Equipment Finance News.