The problem state where AI assistive engines have not been properly educated about a brand, resulting in fumbled brand names (BOFU), competitor recommendations (MOFU), and silence during discovery (TOFU).

Jason Barnard uses 'Untrained Salesforce' as visceral problem framing. At BOFU, untrained AI fumbles your name and leaks direct revenue. At MOFU, it recommends competitors in comparisons you should win. At TOFU, it stays silent while building your competitors' pipeline.

The three failures of an Untrained Salesforce map to emotional triggers: THEFT (Closer failure = direct revenue loss), INJUSTICE (Reputation Manager failure = losing battles you should win), FOMO (BDR failure = competitors get discovered while you're invisible).

This framing transforms abstract concepts into business urgency: 'Your competitors have trained the same AI employees you're ignoring. Every day you don't train them, they work harder for your competition.'