The Agentic Prospecting Platform

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Julia Nimchinski: Such a great demo. Thank you so much, Kelly. We are, Rocco. Can we 2 min just to address a couple of folks.

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Rocco Savage: Of course.

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Julia Nimchinski: Amazing. One of the questions is, how long does it take to typically see the customer for your customers some measurable value.

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Kelly MacDougal: Yeah, so it’s a great question. And one of the things that I hear is is pretty immediate. You know, some of our our customers have said like

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Kelly MacDougal: that as soon as they start using it. You know they can feel the difference like it’s saving them time immediately. It’s also saving them time, especially on stuff that they might not have gotten to do like. They might not have the time to research and to really do deep dives on on prospects, and to create all of these, you know, personalized sites like they don’t have the time to do that. They’re they’re wearing many hats, and they’re busy. So immediately having those things that’s getting them higher.

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Kelly MacDougal: Engagement rates and people actually responding and showing that they did their homework. It’s it’s pretty immediate. At least on the time savings. And then yes, obviously with, like, you know, more meetings booked, higher engagement rates. We see that that pretty quickly as well.

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Julia Nimchinski: Awesome, and one more can I retrain or fine tune. The agents, based on our internal win loss patterns.

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Kelly MacDougal: Oh, good question. Yes, we can pretty much do anything. And most of this does end up being pretty custom. So we take a lot of requests. We work very closely with different companies to make sure that, you know we’re taking their information and and building out really bespoke solutions for them. So really, whatever your needs are, between our agents and our experts, we can make it happen.

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Julia Nimchinski: Awesome, Kelly, what’s the best next step? Do you have some type of premium plg.

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Kelly MacDougal: Yeah. So we we do have people can try it for free you just click on our website to get started. You give us a little bit of information about you, and we build out your account right away. So that way you’ve got, you know, companies and and things to target in there. And then we’ll work with you to to again fill any requests that you have fine tune, create a more bespoke solution. But yep, you can just get started on our website and we’ll we’ll get going on your account.

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Julia Nimchinski: Amazing. Thank you again. And next up, welcome, Rocco, savage head of product, Reggie Badayami.

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Mary Shea: you know, what kind of AI tools are you experimenting with right now? And I’d love to go through everyone and and get a bunch of tools out there.

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Rocco Savage: Thank you. How’s everyone doing?

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Julia Nimchinski: Sorry, good.

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Rocco Savage: Yeah.

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Julia Nimchinski: Great super excited to dive into it.

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Rocco Savage: Yeah, should I hop in or.

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Julia Nimchinski: Yeah.

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Rocco Savage: Alright! Let me go ahead and share my screen.

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Rocco Savage: Great to see you, Julia, it’s been too long.

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Rocco Savage: Alright! Let me move all the boxes of humans. I can see you all great. Can you see my screen.

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Julia Nimchinski: Yep.

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Rocco Savage: All right quickly, Charter Reggie. So we’ve been we’ve been at this generative AI for sales game for a long time. You know. If you think about the age of Chat Gpt, I think it’s coming up.

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Rocco Savage: I think it maybe just passed 2 years. It was like November 2023, I think it was. We started in early 2021, and we started with building out AI sequence creation. So you know, if you think about. Prior to chat Gpt, we literally spent 2 years trying to convince people. AI could even write an email

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Rocco Savage: as we worked with folks in terms of helping them generate sequences. The natural question was, can you personalize emails? So you know, you think, late 2021. How do we personalize this scale. Nobody’s personalizing emails. Obviously, everyone’s personalizing emails now. But that was the problem. Back then. And then we launched agents shortly after the Chat Gpt announcement. So we launched agents. I think. January, February that year we’ve been at the agent game. We were the 1st for agents been in that game for

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Rocco Savage: 2 years. Now we launched a parallel dialer weren’t the 1st to market, but we got some really unique features around dialing. And naturally, as we started to build out all these different workflows that live on top of sales. Engagement customers are asking us, you know, do we still need our sales engagement platform? And that led us into. Okay? Well, how can we rethink prospecting in the age of AI?

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Rocco Savage: How do we combine all these different workflows into one single pane of glass for reps so and and bring agents and humans together. And that’s really what Reggie does today.

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Rocco Savage: When you think about, you know the the prospecting workflow and how to bring agents together. You know you think about the areas that are like deterministic deterministic are your more traditional steps that are required to run predictable sales motions. And then you think about the areas that are more probabilistic where AI can do a much better job than a human can, and also on repetitive tasks.

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Rocco Savage: So when we think about the rep, and we’re going to focus a lot on the rep experience today, because I think that’s where really the rubber meets the road. How do we bring in agents to support the reps in a way that helps them go further, faster, with higher quality

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Rocco Savage: and almost in reverse order. Start with quality. Go further, go faster, you know. Account research account prioritization building lists.

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Rocco Savage: you know, writing emails. You can hand it to a rep, you can hand it to an agent. Whatever you want to do. These are generally the areas that are time intensive and repetitive, and I don’t know a lot of reps that really love list building. So we we hand that over to to agents. So what we’re gonna walk through today, number one is, you know, some some very light idea around, like what agents support, which are these workflows?

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Rocco Savage: And then we’re going to go into a day in the life of a rep in the Reggie platform and show the experience and how it’s different from probably what you’re used to in a traditional motion.

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Rocco Savage: So, starting with this measure, Tab, it’s a little zoomed out because I want to show you everything.

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Rocco Savage: You know, when you think about as a Rev. Ops leader, or a marketing leader. Once per quarter, you’re going to go in. You’re going to look at your close one. You’re going to look at the type of accounts you worked at. You’re going to do your account planning and do your backwards. Conversion rates. Into how many opportunities do I need to hit my revenue target. How many meetings?

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Rocco Savage: You know, how many calls do I need to make to hit the meetings? How many emails do I need to hit to make the meetings based on how many reps I have based on my acv. So what we’ve done is turn this into a proactive motion, because now you have agents essentially filling your top of funnel. So what this platform does is essentially close the gap between your activity targets and your revenue metrics, because you’re guiding the agents on your numbers to hit your pipeline targets

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Rocco Savage: to ensure that your reps have enough prospects, added per day, because, remember, the agents are going out sourcing prospects, doing the research, adding prospects to accounts. You want to make sure that you have predictability on on your top of funnel, setting up the right amount of emails calls based on all your different conversion metrics. And when you get on board of Reggie we support you in setting up all these conversion flows to ensure they’re tight.

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Rocco Savage: Now, once you have all this set up, you’re going to build out some agents. We’re gonna skip that today because it’s a little time intensive. But what the output is is essentially starting to build your list, doing deep research, pulling in signals, doing account plans for these types of accounts.

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Rocco Savage: So you can start to understand the right content to use build a strategic point of view on the account, and use all that in your messaging. So when your reps get to actually their day, they have fully researched accounts with account plans and targeting plans ready to go, and they can log right into Reggie and have a very much simplified view of what they’re used to. Let me just move this zoom bar out of my way.

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Rocco Savage: So this is the rep home page within, Reggie.

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Rocco Savage: And what you can see here is a much simplified version of these tabs where we’ve really put the most important parts of their motion right in front of them and got rid of everything. So when you log into Reggie as a rep, you’re gonna see how many tasks you have left for the day. Obviously this looks like a lot of call tasks. But we have a solution for that. Grant, I’m using one of my reps logins because they actually have tasks. He’s a little backed up on his calls, but you can get through this in a day or 2, and then you have all your tasks to triage in the bottom.

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Rocco Savage: The 1st thing you’ll probably do is come into our your AI dialer. Now, within, Reggie, we have a built in parallel dialer. We actually have a built in sales floor as well. It’s a zoom like experience where you can come right in you can see.

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Rocco Savage: Let me just hit go here. You can see every the whole team here making calls you have live. Listen, so I can hop right in. If somebody’s making a making a phone call, I can give instant feedback to my reps, so I can hop right into live. Listen here and start listening to calls and seeing what’s going on. I got the live transcripts, doesn’t look like somebody’s on a call here.

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Rocco Savage: I can hop right in.

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Rocco Savage: Hence I can hear it. I can start to see the sound

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Rocco Savage: and provide live coaching as I’m going right now

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Rocco Savage: let me get out of there. The next thing I’m going to do is start my own call task as a rep.

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Rocco Savage: Now within Reggie. You can see. I got 50 call tasks locked and loaded. I can dial from one to 9 numbers at once, right within Reggie.

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Rocco Savage: Now that you have sales engagement built right into the parallel dialer. One of the issues with parallel dialing is, if you’re dialing 5 numbers at lunch like which persona is going to pick up. And how do I stay on script? Well, within, Reggie, we have an AI Cms. Where you bring in all of your personas. It recognizes personas, and you can actually filter by them. You can filter by account time zone. You can filter by agent to make sure that if you have a specific campaign to target

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Rocco Savage: you can stay on script there. Where does AI come in? So one very important thing is generating call notes on on calls that happen. So AI is gonna actually summarize the transcript, provide call notes that can push right into the Crm the other areas where we’re

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Rocco Savage: where we’re using AI is on scoring and coaching. So here we have an AI score built right into Reggie. You’ve got the call details. You got the transcript. You have direct coaching right back to the rep. You can listen to the call all built right into one platform. We got full analytics for managers to come right in, you know. Look at all the conversion metrics, and do all their coaching.

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Rocco Savage: So that’s calls. Reps can make

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Rocco Savage: 500 calls a day if they want to, in terms of social tasks and email tasks. Right within Reggie, the agents actually going to serve up tasks to the reps

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Rocco Savage: we have dynamic sequencing built in. So when we start doing research on the account and start adding contacts to the account, the agent’s gonna listen to intent and engagement. We. We look at website visitors. We look at signals, we integrate with 3rd party intent. We also look at behavioral engagement. If they’re, you know, obviously going to your website or clicking on emails

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Rocco Savage: if they’re if they’re answering phone calls, all of that drives into the intent model and prioritizes your reps days around around that. Now here, you can see we got a pre prompted Linkedin request. I can hop over to Linkedin here with my pre prompted email, hit, connect, and drop in the message we also have built right on top of Linkedin. So you don’t have to go back and forth and do context switching is, you can actually start your Linkedin tasks. Here.

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Rocco Savage: You can copy the message hit, connect, add your note.

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Rocco Savage: drop it in. It’s a little bit long. Got to make the edits. I’ll do that later. Hit Mark complete

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Rocco Savage: and onto the next one, right, that page doesn’t exist. Hit mark complete onto the next one.

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Rocco Savage: So automation built right in AI infused in specific areas to support the reps, to take action and drive relevance in terms of AI emails.

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Rocco Savage: Same thing. It’s where it all started right. We’ve all seen AI emails all built right into the platform. Manual emails are pre-prompted. We’ve got AI scoring built right in. You can look up even more information on the prospect right right here, too, if there’s something not on the page like you want to look through Google and use something. All you have to do is look at this, approve it and hit, send. Got all the AI functionality built in to rephrase, short and expand.

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Rocco Savage: Say, it’s beautiful. Say, it’s ugly, whatever you want to do and then hit, send and complete. Okay, so you’ve got

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Rocco Savage: AI Dialer AI Socializer AI emails. Now let’s say I’m done with all my tasks. The next thing I want to do is do some strategic prospecting. So here, what I want to do is. Look at my targeting.

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Rocco Savage: Now, here I have one of my accounts here. Affinity. I noticed that I only have one prospect that the agent found within infinity. So I’m going to go right over to enrich.

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Rocco Savage: I’m going to find the company affinity

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Rocco Savage: hit it. I’m gonna look at. Look at the folks that I’m missing.

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Rocco Savage: I’m going to add a few of them to agent and get back to work.

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Rocco Savage: And within one platform you have, agents supporting reps on all the critical workflows that are repetitive and monotonous to really streamline the reps. Days around, connecting with folks getting on more calls,

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Rocco Savage: pouring gasoline on how many calls they can make pouring gasoline on how much they can spend on social and infusing specific areas with AI to help them drive more relevance all in one platform. So.

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Julia Nimchinski: Beautiful. Thank you, Rocco, and let’s just address a couple of questions here. How tightly can I control tone voice, and messaging to stay on brand.

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Rocco Savage: Yeah, yeah, it’s great. So

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Rocco Savage: so there’s a couple of areas of control with tone and voice. So one is when you get onboarded. We have essentially a knowledge base of company information as well as persona messaging. That’s going to read your website. Obviously, you can approve all this. You can use AI to generate personas persona messaging to ensure that the right language is on point, and then you have your simple like do’s and don’ts, of which words to use and not use

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Rocco Savage: from the rep side. I didn’t mention this, but we actually have AI voice that when the rep gets onboarded it trains their voice. You train your voice and you can actually leave AI voice mails in the tone of the rep, and obviously you control the messaging and the prompts there. The AI doesn’t make the calls. We firmly believe that if your best prospect picks up that you should have a rep on there, but we’re using AI and voicemails and also looking at

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Rocco Savage: AI to open up calls. So there’s no bridge when you’re connecting with parallel dialer.

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Julia Nimchinski: Just to hear your logic and thinking, what do you delegate to AI? And what do you actually handle as a human.

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Rocco Savage: Yeah, yeah, the the.

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Rocco Savage: you know, I always think about like what is deterministic and what’s probabilistic like. There’s, you know, in sales. You know, you need predictability, and you need a certain amount of tasks to show up on a day to day basis to hit your predictable numbers. And then you need to manage your conversion rates in those areas. You know, you.

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Rocco Savage: you know, algorithmic type solutions are are likely the best solutions to solve for that. AI can be infused around those workflows to number one simplify a Reps day. So when you think about like sourcing accounts and contacts, you know, an agent can go through multiple data providers find the right contacts. You can use a waterfall. We have a built in waterfall with multiple data providers built in.

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Rocco Savage: You know, those are areas where I think AI can do a great job, obviously with content. That’s the, you know, bread and butter of what AI can do great. The areas where you don’t want to or is is where you need more predictability and repeatability.

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Julia Nimchinski: Makes sense. And let’s hit the last question here. About data sources.

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Julia Nimchinski: So yeah, folks are asking, what data sources does Reggie pull from.

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Rocco Savage: Crm intent inbox.

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Rocco Savage: Yep, yeah, yeah, bunch of data. So

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Rocco Savage: how do I parse this out? So on research, we look at the web. We look at. Crm, we’re going to be integrating. Call scripts to like, pull in and build sort of like, you know, a model on your accounts and contacts

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Rocco Savage: from data source, like data providers. We have 5 we’re using right now. It’s cognizant upsell contact out. There’s a couple more. Forget the name of them. But we’ve been

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Rocco Savage: man. We’ve been added on the enrichment side, looking for the you know, most accurate data. We very, we very much focus on like contact data. So you know, you bring the accounts and we’ll find the right mobile numbers and emails and then in the future we’ll be actually building in a customer facing waterfall where you can like, bring in your own your own data. Today you can integrate like zoom info Apollo, etc. into Reggie. But we’ll add more functionality to

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Rocco Savage: give yourself. You know where? Where in the waterfall you’d you’d want to add, add those data providers.

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Julia Nimchinski: Rocco? And last question, what’s the best way to get started? Do you provide any premium.

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Rocco Savage: no freemium. It’s it just takes some setup. So you know, you can head to the website and grab a demo, we’d have to be happy to show you and go deeper and you know, we got a full team implementation team that sets up all your agents. Obviously, you know, AI prompting prompt engineering all that’s new. We have everybody on staff to support you and make sure you get started quickly.

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Julia Nimchinski: Awesome thanks again, and we are transitioning to our next demo. Welcome, Andrew. Humid solution consultant gains up