Nooks Demo

Julia Nimchinski:
Thanks, Dara. And up next, AI-powered outbound. Welcome to the show, Patrick Donnelly, Enterprise Sales at Nooks. What’s the latest and greatest?
Patrick Donnelly:
Thanks for having me. Yeah, great to meet ya, thanks for having me, and very excited to walk through Nooks for everybody today.
Julia Nimchinski:
Can’t wait to dive in, but before we do that, one question. What’s your top AI GTM production for 2026?
Patrick Donnelly:
Top AI prediction? Things will start working better together with AI. I think it’s really important that companies are partnering with the right… the right solutions, but really the right companies. Because you really need, you know, whether you bring on a company to help with dialing, or, you know, with coaching, or, you know, AI-agentic workflows, it’s really important that you partner with the right one, because the chances are, is requirements will continue to change, so you want your vendors to be able to change with those requirements and really keep you on the cutting edge, especially as things get even more competitive with AI.
Julia Nimchinski:
Love it. Tell us more about Nook’s latest partnerships.
Patrick Donnelly:
Yeah, so we’re… we’ve partnered with a lot of… we’ve partnered with a lot of incredible organizations. Think of companies like… companies, honestly, that set the standard for outbound. Companies like HubSpot, and ZoomInfo, and companies that have, you know, massive, massive GTM organizations globally. those are a lot of our recent customers, but we help a lot of customers of different shapes and sizes, right? We’re talking customers that are, you know, small-scale startups, we’re talking companies that are, you know, just starting to go upmarket and kind of middle stages, we’re talking real enterprises, so, pretty broad, across the globe, so it’s been a really exciting time to be at Nooks.
Julia Nimchinski:
Love adventure. Can’t wait to see the demo. Let’s get into it.
Patrick Donnelly:
Let’s do it. So, I will share my screen and just kind of give a quick overview of, really, the three pillars of where NUCS is helping our customers, in AI, go-to-market, especially when it comes to outbound. So, the key areas for us are really… they come down to 3 things. Number one, AI is really effective for finding the right types of accounts and the right types of prospects to go after. And what to say to these folks, you know? Like, we don’t need to be… gone are the days of having to do research on your own. AI is the most effective assistant when it comes to that. So the first thing that we kind of look at, and this is kind of the, the next phase of Nooks, is really helping make sure that we’re calling the right people. But that takes us into kind of the next pillar, which is live conversations, and if you’ve heard of Nooks, you probably know Nooks as a AI-powered dialer. This is really where we started, and kind of the bread and butter is at the end of the day, we want your team to have more conversations. More conversations typically leads to more pipeline, and, you know, we do that through Dialer, which we’ll talk through today. And the last piece here that we’re really focused on is call coaching. So think, hey, you know, we’re calling the right people, we’re getting more people on the phone. How do we maximize the conversions for these people we’re talking to? What are our strengths? What are our weaknesses? How can we exercise those things? And so we really focus on those three key areas to help solve one really major problem for our customers, which is There are a lot of teams out there that need to grow, but they’re not getting additional headcount for their SDR orgs, for their salespeople. They need to get more productive. And so, as a result of kind of focusing on those things, we’re able to drive, you know, metrics of 60% increase in additional pipeline without adding any headcount, but really unlocking the efficiency of teams through more conversations, higher conversion rates, and talking to the right people. Happy to jump into the platform. Julia, wanna, wanna be considered of the forum here. Any questions around there?
Julia Nimchinski:
Let’s do it. Let’s jump in.

Patrick Donnelly:
Let’s do it. So, I will share my screen and take us into, which is, if you’re familiar with Nooks, one of our customers’ favorite things about Nooks, which is the virtual sales floor. So. you can see, like, as soon as you get into Nooks, you see everybody who’s making dials, everybody who’s calling, together. The great thing about Nooks is not only are we helping with, you know. AI and having more conversations, but a lot of this is culture. A lot of this is being around your people, creating a bullpen. Even if you’re in, like, a big office. You probably can’t hear each other or really, like, collaborate or be together in these things, so a lot of our customers love this to be able to hang out, with their teams, and you can see here live, like, people are having conversations, managers are able to see who they’re talking to, provide feedback. Listen into these conversations, all the way to seeing who’s on the leaderboards for today, and who’s kind of leading the charge from a connects and meetings perspective. So, as soon as you jump into Nooks, you start to get this feel of, there’s a ton of energy. You can join a sales floor, you can see who’s on calls, you can see who’s booking meetings. But now it’s time to actually go in and make some calls and book meetings. So, I’ll start here. The first piece that I talked about in that slide was AI signals, basically, right? Account intelligence. So, you can see here, Rippling, shout out Rippling, one of our amazing customers, Nooks is actually doing a lot of our research for us. So we can see certain things to be like, hey, you know, what are the top reasons why I would want to reach out to this account to begin with? So AI is looking across our sales force, our HubSpot, our sales engagement tool. Whether that’s outreach, sales loft, Gong Engage, right, any of those. It’s looking across all these areas, and even the public web, to pull together, why should we actually be reaching out to this account? So you can see we get the breakdown of why now, why it’s a good fit, different areas of what we can focus on, all the way to actually getting, like, the prospects that we could be going after. So Nooks is going out and not only identifying why, but also helping us identify who, so that we can actually make those calls and get them into our sequences, right? The next phase is… Well, what do I do once they’re in sequence? Well, I’ll tell you. So, what we are kind of started, and the big thing that we drive for our customers is saying, okay, if these are all of our prospects that we need to call. How do we call them as efficiently as possible? And so, we… we do what’s called power and parallel dialing, which effectively If you make cold calls, you know connect rates are low. You know they can be as low as 1% to 2-3%. If you’re lucky, maybe they’re around the 9-10. That still means you make 100 calls, and you’re only talking to 9 people, right? And for most people, it’s not even that effective. So, the way that Nooks is helping get around that is saying. Let’s have the ability to parallel dial through this list, so that we can expedite to getting to the person who actually will answer their phone. And when we get them on the line, we have all of our information there, right? What do I say to this type of persona? What are the things that are happening across this account from our account intelligence? Let me see LinkedIn, let me see the past engagements. If they mention a competitor, can I get a live battle card to enable me on that call? So, you can really think of Nooks as Get the person who’s gonna answer the phone, on the phone, and arm me to be really effective when I get them on the phone. And that’s one of, like, the really big key areas for Nooks. Outside of that, a lot of people ask. Can you help with things like connect rates? Like, if you’re gonna help me dial more, and help me with research. Can you help us get on the phone with more people through more connects? And the answer is yes. We do a lot of really cool things around protecting you from spam, and using AI to choose the best number to call from to maximize connect rates. We can help you understand which prospects are the most likely to answer the phone, so that you can prioritize those prospects. We even help out and say, here are the prospects that you can’t call today. Let us go and enrich those numbers with data providers that you might not even have contracts with today. So, Nooks is really helping your reps and your operations with Let’s get the research together, let’s maximize the connect rates, and let’s call through these effectively as possible. Now… this is a great segue into our AI roleplay, which is a huge part of the coaching, but I’ll let everybody, like, I want everybody to, like, get a glimpse of what Parallel Dialme looks like if you’ve never seen it before. So you can look at it this way. If we’re parallel dialing, let’s say we’re parallel dialing 3 people at a time, and this is a simulator, these are all AI bots, this is really effective for rolling out Nooks, but it’s also a good way to demonstrate, like, how it actually works. When I click start calling, you can see that I’m calling Joe, Tom, and Samantha. And as these things go to voicemail, Nooks is gonna auto-log them back to your systems. Hey Joe, it’s Patrick Hong from Nooks. How’s your Wednesday going? What do you want, Patrick? So now we got one of our bots on the phone, right? But really, like, what that was intended to do is just kind of show, hey, we can call multiple people, we can get through the list, get the person on the phone, and have our information in front of us once we get answered. One of the big questions we get is, how does this work with our other systems? We integrate with your CRM, and we integrate with your sales engagement platform. So anything that will be inside of Nooks is being fed directly from those areas. If you make an edit in Nooks, it goes back to your CRM and sales engagement platform. If you make an edit in your sales engagement platform or CRM, it goes back to Nooks. If you make a call in Nooks, it gets logged, it advances to the next step of their sequence. So you can think of… you can think of it this way, like. It plays really nicely with your tools, and is really easy to integrate.

The last thing that I’ll share, and we kind of hinted at this, but this is… goes into the coaching piece, is… We really, really care about… How your team does once they get someone on the phone. A dialer is not going to be as effective if all you want to do is call 5 times the people. A dialer is really effective if you can get them having the right conversations, and have the tools to coach effectively on those things. So, here’s a great example. If I’m a manager, I can go in and look at a lot of different reporting metrics, but some of our most valuable ones are saying. I want to go look at some of Joey’s calls, some of the conversations that Joey’s having. And I want Nooks to tell me what calls were good, and what calls might have needed some improvement. Joey, thanks for being a good sport, we’re using some of our data here. But if we click in here, you can see there’s an AI summary, there’s a transcript, there’s a recording. But there’s also an AI breakdown of how this call actually went. So, not only are we getting the basics, but we’re actually getting a thorough breakdown of AI analysis of well, where did we do well? Where did we not do so well? And we can actually coach on these things, so it becomes really effective for managers and enablement and leadership to understand these things. You can even look across the entire org and ask questions like, well, what are the objections that my team is getting most commonly from the past 3 months, right? This is the other place where AI gets really effective. You don’t need to go into CRM and build, like, 16 different reports to track this stuff. You can ask the Oaks, and we’ll help you understand what’s actually performing well, what’s not, what are the things we’re running into, who’s doing a really good job, who might need some help. We can uncover a lot of that stuff with AI. The la- the other thing I’ll show you around scorecards is really important that we’re able to aggregate data, so we look at that as well. So, we looked at that scorecard that’s showing us kind of the call-by-call. We also want to be able to look at this a bit deeper and say, okay, let’s look at this across, like, specific teams, right? I want to know where the red is, I want to know where the green is, and this is all demo data, so, our team is really effective, we do reference case studies, but this is to show, like, hey, a lot of our customers that trial Nooks, one of the top things we’re able to expose is we are not talking about our our customers enough. And our customers are our best salespeople. Those are our best stories, those are the things that really get people bought in on your company. So, we do things to really help Show the areas of strength, and expose the areas where we can actually impact conversion rates. All the way to… Building bots, and saying, hey, now that we know where we need to improve, instead of kicking them back into the field and saying. go try and do better, we can actually practice with bots. We can get better. We can simulate it in the dialer as well, if that’s the workflow, but at the end of the day, once we’ve identified those key areas. we’re also able to, like, go in and say, well, did we improve in those, right? So, these are the bot-level analytics, the transcript, the recording, the AI analysis the call, so… If you’re a manager and you’re having a tough time understanding where the gaps are and how to bridge them, this is a really good, objective way to get them to that next level. And that kind of really sums up where we’re helping our customers today, and there’s a lot more to come, but AI to prioritize, AI to help you get the right people on the phone at a faster rate, and AI to get better once we get them on the phone are really kind of the key areas where we help our customers and have a ton of success doing so.
Julia Nimchinski:
Love it. Thank you so much, Patrick. We have a couple of questions from the audience here. So the first one, how many live conversations per hour do top reps consistently achieve, and what variables move that number?
Patrick Donnelly:
That’s a great question, and it’s incredibly dependent on your industry, on your personas, right? If you call marketing professionals or technical professionals, you might have a different answer. Typically, what we see is anywhere from, like, a… you know, we have some customers that are doing, like, 3 to 5X-ing. the amount of conversations they’re having per hour. So that’s how I would think about it. If we’re having 3 today, what’s possible is probably 9 to… 9 to 15. We have customers like Greenhouse, who 9X their pipeline sourced by, you know, the phone channel, quarter over quarter. So, the results are broad, but they’re always really powerful in directly impacting pipeline.
Julia Nimchinski:
And then one more question. How quickly can a rep move from first dial to full call… full calling rhythm, and what shortens that ramp?
Patrick Donnelly:
Great question. So, it sounds like that’s like a first dial in Nooks to really getting in the rhythm and in the swing of things. Number one, the bots help a ton with that, right? We can practice there and warm up, and that helps us get our first dial out of the way so we can be in our rhythm when we kick things off. But our typical time to adoption is under 48 hours. We roll out a trial, and within 48 hours, your team is really good at NUCs. In 2 weeks, they’re really good at NUCs, and we typically perform so well that 70% of our deals that go to trial are becoming customers. And that’s just because reps fall in love with the technology, everyone’s hitting goals, everyone’s making money. It’s a fun world to live in when your reps are using NUCs.
Julia Nimchinski:
Such a cool… such a cool tack. What’s the best way to try it? I don’t know, you have a PLG freemium. Should our community reach out to you personally? How does it work?
Patrick Donnelly:
Definitely reach out, so feel free to hit me up on LinkedIn. You can also reach out to, to, Any, like, any of our folks on LinkedIn, but honestly, the best way is going to our website, giving us a little bit of information to put you in the right hands. We don’t have, like, a freemium trial, but we do do a lot of sales-led evaluations, and we can put you in the right hands and get you guys off to the races with Nooks pretty, pretty quickly after that.
Julia Nimchinski:
Awesome. Thank you so much, Patrick.
Patrick Donnelly:
Yep, thanks for having me, guys.