AI Agents in Sales

Here's a quick video on the insight that we're seeing in the market.

So most companies that I meet are like playing around with anthropic Claude and starting to see how much of a game changer these like autonomous coding agents are adding value to the engineering team.

And whenever a company goes through this transformation, the CEOs, executives, sales manager start thinking where else can I create this experience?

Because it is a game changer.

Working with this autonomous was like a personal assistant that can do work for you.

And we have some insights on how to embed that same insight and same experience for outbound sales.

So previously in the pre AI era, if you just look at what the outbound salesperson's job is, it's like five main things, right?

It's like first understand our ICP and our qualification criteria, build a qualified list, then find contact details, invalidate, create a multi channel sequence across email, LinkedIn and phone calls to these prospects, get replies and then book meetings and then also review campaign.

And then from after someone replies it sort of goes into your CRM where it's like a deal that's managed but in the outbound sales function this is roughly like the job that most people do.

And then we gave them tools like a CRM, a data source like your Apollo B2B.

We gave them a sequencer, we gave them like enrichment tools like Clay, we gave them LinkedIn, we gave them like good research like Google or like other internal research briefs that we created.

And then we also gave them like AI chatbots, So we gave them tools and we were like hey, use the tools to achieve the outcome of booking meetings and then closing them.

And there's a lot of tools that were built around this to make this process like more efficient.

clay is like an amazing tool that worked.

But this is still in the pre AI agents era.

What's changed over the last six months that Claude code has shown is that AI, agents are getting really good at using these tools and there's a lot of value that can be created if you have someone who's in your team, who's an expert, who understands how to train agents.

And we get into like what that means while sitting with the rep, seeing exactly what they do with the digital workflows that they have.

Because work ends up falling nowadays like digital workflows and human workflows, right?

For example, qualifying list, doing research, coming up With a point of view, they're all digital workflows, workflows.

If I'm like picking up the phone and calling someone or meeting them in person for a meeting, they are the human workflows.

So if you can sit with the rep and understand how to train agents and look at how the best reps perform and see what digital work they're doing, there is this ability to train an agent to do that work on behalf of the rep, same way that cloud code does.

But this is really challenging because all the people who know how to do this, they either like in San Francisco and some of them are in Australia, they're all doing their own startups, so they're picked up by the AI companies.

So unless you have an expert who understands agents, knows how to train agents, it's super hard to get them to be effective because you have to really sit with the reps and look at what they do and train the agent to get the output to the same quality as the What we do is we have our own platform where we sit with your team, we learn about like what the best reps do what questions they answer to qualify a company, how they create like vertical specific knowledge, how they qualify list, and we train the agent so that the output ends up becoming like 80 to 90% of what your best rep does and then give it to the rest of your team so that they can perform like your best reps.

But instead they depend on the agent to do all of the digital work that is required and have the person, the human, do the human work, which is like calls closing meetings, thinking critically.

So this is our platform.

Like every Azero, I've trained an agent to help us really a lot and it's really good at using like LinkedIn browsers and also understands our value proposition.

So like for example, over the last couple of weeks I noticed that whenever a founder of a company is posting on LinkedIn about AI themselves, whether I send an email, I call them.

If I refer to that, it's a really strong value proposition because they're starting to see the value of AI agents by using Claude in the engineering team.

And that helps.

That means that they're thinking about how this affects us other So normally what I would do is I'd go to like Apollo, build a list of companies in Australia, that's tech companies that I would go to like Google, do some further research, maybe I'll use Clay Gent, then I'll go to the LinkedIn of the founders, check, look at the LinkedIn posts and then start like building my list Because I've spent a lot of time having this agent training to understand my value proposition, understand my customers and also understand, like, how I like to qualify.

I can just tell this agent, hey, you understand my process.

I want target SaaS companies where the founders are speaking about Claude and LLMs on their LinkedIns their value proposition on their product or website has mentions of AI and Claude.

And as you can see, the agent can go do all the work doing the research, building the lists, coming to me with like, the specific people I should reach out to.

So the magic happens if we can get exactly what your best reps do and train the agent and go back and forth, with the output of the agent to match what your best reps do.

And you can have an internal resource to do this, but because people don't have that, we end up sitting with your team and providing that to all of our customers.

And there's a lot of value you can create if you can get the output of the agent to be up to 80% of what the quality that your reps would do.

I'm really keen to share more information.

Here's like a short video.

It's a lot to unpack.

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