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Salesloft Acquires Drift: The Race To AI Powered Revenue Orchestration
Salesloft Acquires Drift: The Race To AI Powered Revenue Orchestration
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Salesloft, one of the industry leading sales engagement platforms, has acquired Drift, the industry leader of conversational marketing (aka website chatbots). No financial terms were disclosed.

The merger combines Salesloft's AI revenue orchestration platform, including Salesloft Cadence, with Drift's premier AI chatbot. It's a move that - according to the official press release - will result in a powerful end-to-end AI revenue orchestration platform servicing the entire buying journey.

But what does this merger mean for the wider sales technology market? And what does it mean for B2B buyers?

What's our take on the Salesloft Drift acquisition?

Firstly, it's a sign from the market (and their investors) that individually they could not meet projected valuations and revenue outcomes, but when combined together, the synergies might stand a better chance. As Salesloft CEO David Obrand puts it, the acquisition "introduces to the market the first and only AI-powered Revenue Orchestration Platform."

Except they weren't the first. The category of AI-powered Revenue Orchestration Platform had already been claimed.

For years, other companies like 6sense and Demandbase had been building around the idea of combining the sales technology and the marketing tool stack into an all-in-one solution to automate workflows on top of. Similar to Drift, 6sense and Demandbase primarily focused on the enterprise.

Warmly was the first AI powered revenue orchestration platform purpose built for the SMB. And it does so by giving you the option to plug in your existing tech stack.

SMBs typically require more automation because they don't have the same access to marketing teams, sales people, and resources as enterprises do. So we adapted to that need.

We call it signal-based revenue orchestration.

Trends in Sales and Marketing Tech Stack Consolidation

The Salesloft Drift acquisition seemingly follows an ongoing trend of sales and marketing tech stack consolidation, where market leaders are trying to become the all-in-one unified go-to-market solution.

Here's what we mean.

SaaS Mergers: Improving Sales Development?

ZoomInfo acquired Chorus back in July 2021 for $575 million, allowing them to compete with Gong.io, the industry leader in call recording and intelligence. But it's part of their larger acquisition strategy to increase net retention revenue outcomes year over year by upselling existing customers on new offerings that keep them sticky to ZoomInfo's platform.

Apollo.io took a different approach of natively unifying the sales tech stack by building everything in-house. The company started as a B2B contact database, then combined that with email sequencing, and recently raised $100MM in funding led by Bain Capital Ventures in August 2023 to create the full-stack sales technology platform. 60% of the funds are invested into product development. They have a PLG sales motion which has saved them from having to invest as heavily into a large salesforce.

Hubspot, the SMB CRM of choice, went the reverse of Apollo and started as marketing automation software that then added CRM capabilities later. And in November 2023 Hubspot acquired Clearbit, one of the top B2B data providers. For the first time, CRM, B2B contact data, buyer intent signals, and workflow all came under one roof.

As Whitney Sorson, CTO of Hubspot, puts it, "Picture having complete data on over 20 million companies right inside HubSpot. All with over 100 rich data points about the companies and their decision-makers. Then imagine being able to easily find high-fit prospects natively within your CRM. Finally, imagine that once those companies and contacts are in HubSpot, being alerted when those companies are showing buying intent."

With the rise of AI and ChatGPT, you can start to see sales technology giants leaning into consolidating the tech stack not only to improve the entire customer experience, but also because it breaks down data siloes to seamlessly integrate data across systems.

Entering the Era of Revenue Orchestration

Data is the new oil. It's the lifeblood of the orchestration. But data alone is not enough to accelerate pipeline conversion rates.

It needs to be combined with action.

As we combine sales workflow, data, and AI and automation, we move into the new era of revenue orchestration. And that means an ongoing arms race to reach B2B buyers.

Drift and Salesloft: A Tale of Two Giants

Let's zoom into the Salesloft Drift acquisition for a second, because there's a deeper story here.

Back in in 2021, Vista Equity acquired a majority stake in Drift, which valued the buyer engagement platform at $1 billion. In 2022 Vista paid an estimated 23x multiple for Salesloft, which valued it at around $2.3 billion.

These were during the good times of SaaS. But SaaS has taken a turn for the worse as we headed into 2023.

Drift: The Hero of SaaS

There was a time when Drift was the darling of B2B sales technology. Initially, it was Intercom that started the real push of website chat, especially in B2B. But while intercom pushed more into support, Drift moved into marketing.

The eventually created the category and movement around conversational marketing and got chatbots to appear on all the websites. Their key pillar of its growth was B2B buyers from the SMB market.

Anybody could add a script tag to their site and you'd see the iconic Drift chatbot icon on the bottom right hand corner.

The Drift sales development team grew revenue quickly by doing one-call closes using their own product.

The sales team would chat directly to website visitors, post a Zoom Link in the chat, and close a $6,000 to $8,000 a year deal right on the website.

Drift grew from $6 million in revenue to $47 million in revenue in 2 years. It was insanity. It was around this period that that Vista Equity stepped in.

Enter Private Equity

After Vista Equity entered the proverbial chat, Drift was forced to move upmarket and stopped caring about SMB/the lower-middle market B2B buyers. SMB just isn't seen as a place to stay for an aggressive PE firm that wants predictable revenue outcomes. Small companies churned too quickly.

Plus, companies with high website traffic typically received the most value out of Drift, which by and large is a marketing tool designed to capture leads passively visiting the site. The more site visitors, the more leads.

Consequently, it was easier to prove ROI and justify a higher price tag. PE saw enterprise revenue as more stable, which meant a higher multiple could be attached to the conversational AI company.

Drift initially did have a vision to expand outside of its conversational marketing wedge and help service the entire customer experience from top of funnel marketing to bottom of funnel sales, as well engaging customer experiences post-sales .

But ever since Vista took over, Drift shut down all expansion and focused product development on enterprise features and sticking to the marketing use case.

Remember the days when you could add a Drift chatbot to your site for a couple hundred a month? Those are gone.

Today, Drift's lowest tier is $2,500/month ($30,000/year), which is ironically desc "For Small Businesses."


$2,500/month: Small Business?

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For Drift's Advanced and Enterprise tiers, we've heard our customers being quoted hundreds of thousands of dollars to upwards of millions a year. For Drift, the economics of the lower end of the market didn't make sense.

This showed in the product and buyer experiences as well. Complicated workflows, long implementation sessions, high price tags. It became a best-in-class point solution instead of an end-to-end platform, which put a ceiling on its growth.

There was a point where Drift wasn't even integrated in the CRM, a gap that Qualified exploited by building natively on top of the CRM to streamline the sales use case.

But moving up-market proved to be more difficult for Drift. Growth started to slow. And at the bottom, new entrants started popping up everywhere.


Chatbot software listed on G2

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At this time, sales technology company valuations dramatically decreased; many investors were told not to deploy capital and to hold; and B2B buyers stopped buying. And as a result, churn and downgrades increased across the board.

It's no surprise that Drift had layoffs, releasing 159 employees in 2023. Case in point: Drift's employee growth rate has regressed 20% in the last 2 years.


Drift's Employee Count For the Past Two Years

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Drift and Salesloft: A Merger of Equals

It made sense for Vista to combine Drift with Salesloft, two complimentary market leaders in sales development and customer engagement that are struggling to keep their dominance and justify their valuation multiples individually.

Salesloft has similarly come up against stiff competition from entrants like Outreach.io, Instantly.ai, Gong.io, Hubspot, ZoomInfo, and Apollo, all of which have their own sales prospecting capabilities that rival Salesloft's.

Tack on the fact that 93% of outbound emails these days are automated, with response rates generally reaching less than 2%, and it's obvious: the category of email sequencing is reaching a point of diminishing returns for its buyers.

Salesloft's acquisition of Drift, which we see more as a merger, is an opportunity for both companies to decrease costs, improve revenue outcomes, and leverage new synergies, especially fulfilling both company's initial visions of expanding beyond their own stage of buyer journey.

Salesloft CEO David Obrand posted on LinkedIn “[The acquisition] introduces to the market the first and only AI-powered Revenue Orchestration Platform that serves the entire buying journey. By closing the gap between sales and marketing, which has long been a major pain point in the revenue motion, go-to-market teams can now orchestrate a hyper-personalized, omnichannel buyer journey at scale.”

Typically, marketing tools don't cross over into sales, outside of ABX platforms like 6sense and Demandbase, so this would be one of the first acquisitions of its kind.

Naturally, it will take time to fully integrate the two sales technology platforms to create the AI-powered revenue orchestration experience that David Obrand has promised. And it won't be cheap: the point of consolidation is also to upsell offerings, especially if you're aiming at improving the entire buying journey.

What would that look like?

Sales reps could do things like sequence prospects via Salesloft, then continue the conversation with the prospect when they visit the website using Drift.

Drift can cookie and track session activity for all website visitors, and once a target company is identified, teams can use Salesloft to multithread the conversation with all key stakeholders in that target account by adding them all to sequences.

All of this orchestrated by Conductor AI of course.

Salesloft and Drift: Legacy Software Under Fire

As Salesloft and Drift are sorting through the acquisition, there will be a window of opportunity for new entrants to claim the AI revenue orchestration category for themselves by adapting to the changing landscape of how companies successfully go-to-market. We predict that these companies will move quickly to establish themselves.

There will be companies like Apollo.io who will opt to build the unified go-to-market solution natively in-house. This is better than the acquisition approach because data can move seamlessly across all their sub products.

And there will be other companies that will keep themselves platform-agnostic and act as the unified API layer that stitches together the sales and marketing tech stack, resulting in the entire customer experience becoming more coherent. Call it go-to-market middleware.

It's difficult for a single platform to be #1 at every use case. There will always be niche use cases that are better served by specific tools.

In this scenario, you would be able to plug in your favorite tools that you're already using.

Maybe you like ZoomInfo data better than Apollo's, Outreach more than Salesloft, 6sense more than Demandbase. It would give you the opportunity to mix and mash the best-in-class point solutions for your specific market and revenue outcomes.

I think Zach Howland, a sales tech stack expert who has implemented multiple CRM and sales tools across various companies, said it best.

"Flexibility is enhanced utility. The market needs to be more nimble for the coming scramble to modernize sales technology as AI becomes more robust."

Warmly, the Signal-Based Revenue Orchestration Platform

Hi! We're Warmly, the signal-based revenue orchestration platform, purpose built for the SMB market that Salesloft and Drift are neglecting.

Instead of building everything natively or consolidating, we give you the flexibility to plug in your favorite sales and marketing tools.

We then infuse your tech stack with the best-in-class intent and enrichment data from 6sense, Clearbit, and Bombora to automatically orchestrate the right sales workflows at the right time.

We're AI powered. We're free to get started. And you can be fully setup in minutes.

And you can save yourself the $30,000/year because we built a Drift competitor chatbot natively into our platform as well.

Find out how D2DExperts closed $80,000 in revenue from Warmly in the first 12 days of use.

Warmly: The Signal-Based Revenue Orchestration Platform
Warmly: The Signal-Based Revenue Orchestration Platform
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This article is Part IV of the 4-part series on the shifting landscape of B2B buying and selling, how revenue teams have adapted, and where we think the market is headed.

Here, you can read Part III, which goes over what AI-powered revenue orchestration is and why it's important in the age of AI and automation.

As Part I of the B2B SaaS evolution explained, the world's digital transformation also transformed the importance of the website.

Some studies have noted that 70% of the buyer journey is completed by the time the prospect speaks with a salesperson.

Dark social, through the internet's scale and maturity, has created tons of word-of-mouth channels for recommending products that don't get tracked by attribution software and don't create intent data. 

These channels include social networks like LinkedIn, content platforms like podcasts, internal communications like Slack communities, DMs, and text messages. Word of mouth through dark funnel activities increasingly plays a more influential role in buying decisions.

The trickiest part is knowing when to reach out to the right person with the right question since buyers' attention always changes.

Sending out unsolicited emails and making random phone calls is like taking a shot in the dark, hoping to catch the buyers at the perfect moment. But people don't answer their phones these days, and their email inboxes are overflowing.

At some point in every B2B SaaS buyer's journey, they may not see our ad, they may not read our email, they may not see our G2 reviews, but they will go to check out our website. And for ~8 seconds when they hit our site, we know they're just thinking about us.

“The average digital attention span is 8 seconds, according to media analysts and data scientists,” says Aydin Senkut, Warmly Series A investor, Founder and Managing Partner at Felicis. “So the opportunity to catch a prospect while they are actively engaged with your content is fleeting. There is no time to chat to the visitor, upload a lead into a CRM, enrich the data, and add to a follow-up sequence. Warmly provides real-time orchestration of these tasks within that 8-second window.”

From: Press Release: Warmly Series A Announcement

How do you ensure the right follow-up actions happen at this exact moment in time, every time?

We call the solution signal-based revenue orchestration.

The Issue With Most GTM Teams 

How often have you heard one of your sales reps use the phrase, “I just don’t have time for that.”?

This is one of the biggest issues among sales teams.

We’ve got all of these fantastic tools and a ton of great data to dig into, but we don’t really seem to get value out of it all.

Between firmographic data, conversation intelligence, and buying signals, sales reps have so much information to look at that it could take as much as an hour to absorb enough data to respond to a prospect with a sufficient level of context.

And by that time, a competitor has already responded and won the deal.

There is always a tension between speed-to-lead and contextual, personalized responses.

In most cases, speed wins out, especially since reps have lofty sales targets and activity goals. So they make mistakes. They don‘t do research as much as they could (or should). They stop personalizing outreach.

And, of course, conversion rates suffer.

The Last Defensible Marketing Moat Is Brand

In the hyper-saturated environments in which most companies operate today, brand is the last defensible marketing moat.

Competitors can copy and implement new features in weeks, if not days. Messaging can be replicated and improved upon even faster. So can the majority of your sales and marketing tactics and channels.

Brand is what distinguishes you from competitors. It's what creates an emotional connection with prospects before they are ready to buy. It's what allows you to influence buying decisions and to tap into the world of dark social and word-of-mouth referrals.

In our deep dive on warm leads, we spoke about a three-step process for driving qualified, high-intent leads to your site:

  1. Build a media brand (investing in content creation and distribution to position your brand as a leader)
  2. Create brand partnerships (working with likeminded brands in a similar space to increase reach and borrow brand equity)
  3. Engage with prospective buyers (get out there and talk with customers, rather than talking at them with outbound marketing communications)

All of these efforts lead back to one place:

The website.

Website As The Choke Point To All GTM Investments

The opportunity lies in the fact that as the world becomes more digitized, the website serves as the digital store, while the landing page acts as the digital shopfront.

Imagine you are the marketing team for your store. You invest significant money to attract foot traffic, hoping that people will pass by your store (website) and take a closer look at your shopfront (landing page).

If we have done a good job designing our shopfront, some people may enter our store. Some who enter may be our target buyers.

Our target buyers walk through our store daily, showing interest in what we offer. But no one's there to greet them. 

Instead, they are instructed to write down their information on a post-it note and wait for a response in a few hours or days, only to get a call from a rep who asks many questions but answers none of theirs. This is the typical process of filling out forms.

Or they are directed to a kiosk where they can provide their information and receive automated answers. Most chatbots operate in this manner, but this is not how people make purchasing decisions.

It's not surprising that, on average, only 3% of website visitors fill out forms.

Step one of maximizing marketing spend is figuring out which qualified accounts are visiting our website, and from there, the accounts are actually in-market for our product but not raising their hand.

Otherwise, how do we know what marketing efforts are working and where to double down?


~3% of your site traffic converts (and not always the traffic you want)

Quality Data Delivers Qualified Leads

When it comes to B2B buyer intent data, first-party data is always the most reliable source, followed closely by best-in-class third-party intent data from the likes of Bombora.


With these warm buyer intent signals in hand from website visitor behavior, you’re going after the lowest-hanging fruit because these are the companies that are familiar with your brand.

That’s why we’re starting with website intent because only 3% of website visitors fill out a form, so you’re missing out on a huge chunk of what could be qualified prospects,

As the state of signal-based revenue orchestration develops, we’ll be adding additional data sources like job change alerts and job posts.


Introducing Warmly: AI-Supported Signal-Based Revenue Orchestration

Warmly is our signal-based revenue orchestration, born out of the need to respond to warm leads fast and to ensure that as much context and personalization as possible are present at every touchpoint.

Warmly is designed specifically for the SMB, with a flexible pricing structure to suit. Most ABM and revenue-focused solutions are out of range for this market segment; they’re targeting enterprise buyers.

As such, those platforms generally take a human-first approach since enterprise companies with enterprise budgets for enterprise tools also have the budget for a huge GTM team.

SMB buyers don’t have that luxury.

So, we built Warmly with an AI-first approach. This way, you get the best out of what modern machines can offer (speed, scale, and data-driven contextual communication) and only loop your reps in when the human touch is needed to close the deal. This allows humans to focus on what they do best which is building relationships and being strategic.

These tools are also largely forcing customers into a specific ecosystem. ‎Salesloft acquired Drift and is focused on building an all-in-one GTM solution. Same thing is happening with ZoomInfo, and with the HubSpot acquisition of Clearbit.

But SMB buyers need flexibility. 

So, our approach to revenue orchestration is about being the middleware that orchestrates the best-in-class tools that you choose so you can have flexibility. 

How Signal-Based Revenue Orchestration Works

You Run Demand Gen As Normal 

All of this begins with the various demand generation strategies you’re running.

Remember, only around 5% of your total addressable market is actually ready to buy. By the time they get to one of your lead generation devices, they’ve already done the majority of their research.

If you’re not present during that whole customer journey, educating the prospect and guiding their buying decisions at every turn, you’re unlikely to be in the final consideration set.

So, keep on doing what you’re doing. Build that content machine, publish and distribute, and drive traffic back to your website so prospects can learn about how you solve their common problems.

Warmly Deanonymizes Visitors To Your Website 

Once a potential buyer lands on your website, Warmly kicks into action.

This begins with website visitor deanonymization.

We can uncover 65% of the companies who visit your site and 15% of the actual people without you having to do anything.


In some cases, we can provide LinkedIn accounts and even email addresses for these buyers, all of which are then quickly synced back to your CRM and sales engagement tools.

Best-In-Class Data Integrations Help Identify Buying Committees 

We then pull in firmographic data from best-in-class sources such as Clearbit and 6sense, both at the company level and at the contact level.

This helps you to identify who might be on the buying committee and who else at that company might be responsible for the purchase decision.

For example, a marketing associate might have visited your website, but Warmly has identified (based on your ICP information) that the CMO would more likely be the decision-maker here.

This data is also routed to your sales tech stack, helping to build out the account and allowing you to understand more about who you need to talk to in order to influence a purchase.

This comes from a proprietary data waterfall strategy designed to ensure you have the best coverage and accuracy (better than anyone else). We layer together the best data for you so you don’t have to go through the headache.


Warmly Orchestrates Multi-Threaded Omnichannel Outreach 

Here’s where the power of AI really kicks into gear.

We’ve enriched your CRM and sales engagement tools with all of the account data related to the prospect in question. We’ve combined metadata and tech stack data with best-in-class buying intent data to translate buying signals into meaningful and actionable sales actions that can be automated.

We call this multi-threaded outreach.

By multi-threaded, we mean that our AI engine isn’t just communicating with one person.

It’s using powerful sales and marketing automation to push personalized email and LinkedIn messages to multiple stakeholders, all of which appear to be coming from a member of our sales team.

As all good revenue teams know, each stakeholder in the B2B buying team has different buying motivations. The CMO is going to want to see results or proof of concept that are different from what the marketing associate might see.

So, our AI outreach engine crafts contextual messaging based on those roles and the value your product can provide them.

All of this is orchestrated via a single platform connected to your existing sales engagement tech stack. It’s high-value work being done in the background that your reps don’t have to worry about.

Use Case Examples For Signal-Based Revenue Orchestration

Top of Funnel Orchestration

If a qualified ICP account visits the website for the first time without any associated CRM deal, we automatically create the account in the CRM. Then, we enrich new CRM fields to track the account's digital footprint and analyze trends. We automatically source the buying committee via Apollo, PeopleDataLabs, and ZoomInfo integrations.


The contacts are then synced to the CRM, assigned the appropriate account owner, and automatically added to an educational nurture sequence sent via email and LinkedIn (via our Salesflow integration).

As the buying committee members engage with the content, the signal on the account strengthens. Over time, we may see the account transition from the awareness stage to the consideration stage of the buying journey. And instead of just searching for your category in Google, they're searching for your brand.

Middle of Funnel Orchestration

The account's buying committee has started to show interest in your offering, as evidenced by repeat visits to your website from multiple IP addresses. They have shown interest in case studies and pricing pages and have recently engaged with marketing nurture emails. We bilaterally sync web activity associated with each buying committee member into the CRM, including the referral source, time spent on each page, and specific pages visited. This synchronization helps prioritize accounts, tailor experiences, and involve relevant parties.

As committee members are directed to your site via nurture sequences, we will send personalized messages through our AI chat. These AI chat messages are contextualized to the content consumed and the account's surrounding context. As the conversation progresses, your human seller will be notified through Slack and can engage with the prospect in real-time via video call on the website.


Bottom of Funnel Orchestration

When an account is in the decision phase and on your website, we alert the assigned Account Executive (AE) both audibly and via push notifications when these accounts visit our site. This enables the AE to meet the visitor where they're at, on the website via our live video chat. If the AE can't act immediately, the notification provides the phone numbers of the buying committee (when available) for a direct call.


Simultaneously, we draft personalized emails or LinkedIn messages using GPT and relevant data pulled from all integrated systems. The AE would approve these messages before they're sent, ensuring timely and relevant follow-ups with the prospect.

Lead Scoring & Revenue Orchestration

Signal-based revenue orchestration can (and should) be set up to run different playbooks based on the level of intent and warmth the prospect demonstrates.

Here’s how we score and route leads at Warmly, for instance:

As you can see, leads we judge as cold receive simple inbound chatbot workflows, whereas hot and medium prospects get a proactive AI chat playbook.

These distinctions are made using our proprietary warm lead scoring matrix.


A combination of ICP filters (for example, the size of the company) and intent signals (from third-party site activity and engagement on our own website) determines how hot the lead is, automatically filtering prospects into the relevant workflows.

PS. Our full-length article on Warmly implementation goes into detail on how to set this up.

Advantages of Signal-Based Revenue Orchestration

We only loop in sellers when an account is ready for a human conversation. Otherwise, we're continuing to deliver multi-threaded, omni-channel experiences across all your accounts automatically.

We think that human systems are inherently difficult to scale, especially as deals become more complex and involve more stakeholders, each with individual nuances.

The difficulty is in holding attention long enough to synthesize all the information collected on an account/individual to craft the right experience before their attention goes elsewhere. It takes time to research, time to draft, and time to send. When a rep reaches out, the window of opportunity might have closed, and the prospect is visiting a competitor's site. Or the rep never reaches out, and we would've missed an opportunity to build a relationship with the prospect earlier in their buying journey.

Orchestration's ability to reduce the relevant information from your systems into the right multi-threaded actions, combined with AI's ability to generate personalized messaging, has the following advantages over traditional Account Based Marketing:

  • Fit - To ensure that the best-fit companies (based on your ICP) get high-touch workflows, stopping low-intent leads from clogging up sales pipelines and speeding up sales cycles by acting as a filtering mechanism and stitching together various data inputs. 
  • Speed - To engage with the prospect through the right channel, with the right message in that ~8-second window when they're thinking about you
  • Scale - To engage with all accounts visiting your website across all stages of the buyer journey and across the entire buying committee, not just the person visiting the site at that moment
  • Consistency - To immediately mobilize and scale up an army of AI SDRs to deliver consistent messaging that would resonate with the right buyers so you can test and iterate what works best at scale
  • Personalization - To deliver the right messaging at the right time, via the right channel, AND being human while doing so
  • Reduction - To measure the value of each of the dozens of buying signals you have access to, and weight them based on how strongly they indicate intent, and reduce it to an overall intent score

Consolidate Tools to Create a Seamless Buyer Experience

To stitch together these event-driven systems, you would need ZoomInfo or Clearbit to enrich the data, 6sense to gather the website intent, and Drift to engage with them live on the website. Now you can do it all in one.

Layering data from disparate systems and reducing the complexity through orchestration leads to derived insights. You can skip analysis done by a human toggling between three screens and pinpoint critical moments in a buyer's journey. You don't need to ink deals with 6-7 vendors and spend time getting systems to talk to one another. You can focus on one core vendor and push them to innovate to create seamless buyer experiences.

That will allow you to save money on tech spend, repurpose reps' time on more strategic problem-solving for the customer, and have robust data to run models and AI against to automate processes further.

Setup Warmly in Minutes, Not Months

Larger platforms may require weeks to months to set up correctly, involving multiple teams, onboarding sessions, and alignment meetings. The hidden cost of setup starts to eat away at the ROI.

For Warmly, you can begin receiving hard ROI in 20 minutes by:

  • Adding a code snippet to the site
  • One-click authenticating into your systems (Hubspot, Outreach, Apollo, Slack, LinkedIn, etc.)

You can immediately start to improve conversion rates by de-anonymizing and enriching the traffic coming to your site, sync this data back into your CRM, and then routing hot accounts to the right rep.

Then we would set you up for an onboarding call with our CSM for 30 minutes to help you define your ICP accounts and buying committee personas in Warmly so that we can set website prospecting on auto-pilot by turning on AI chat and AI prospector. This would run all hours of the day to line up conversations for reps even as they sleep.

An example: within the first 8 minutes of turning on AI chat, Kandji was able to book two qualified meetings. You can read more about Kandji's case study here.

Read more about what our customers have to say about us:

The Rise of AI Powered Revenue Orchestration
The Rise of AI Powered Revenue Orchestration
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This article is Part III of a 4-part series on the shifting landscape of B2B buying and selling, how revenue teams have adapted, and where we think the market is headed.

You can read Part II, where we introduce account-based marketing and how it improves the buyer experience to get past the noise explained in Part I.

In the previous two parts, we talked about the problems facing revenue teams today and how we got there. Account-based marketing is a step in the right direction, as it adapts how companies engage with buyers depending on the stage of their buyer's journey. 

Right message, right person, right time, through the right channel.

However, having implemented ABM solutions ourselves and talked with many current or former users of ABM, we've seen that there are hard setup and maintenance costs, as well as difficulties in running such a complex operation effectively - particularly speed, coverage, and consistency.

People are influenced into deals rather than pushed into them like before. Demand creation and dark social are starting to become a key part of people’s strategies.

Understanding Demand: Creation vs. Selling

‎(Image Source: Freepik)

Demand creation focuses further up the funnel at the awareness and consideration stages of the buyer's journey. It's about finding ways to get our brand in front of the 97 to 99 percent of our total addressable market who may not be actively in the market but have the potential to become prospects in the future. This involves utilizing channels like LinkedIn, Reddit, ads, webinars, blog posts, and influencers to educate and engage with our target audience.

Demand capture is about capturing the buyer in the decision and purchase stage. Again, only 1 to 3 percent of people are currently in the market and showing purchase intent. This is where all of our sales team's efforts should go. There's typically a high cost for sales spending time on accounts that are not in-market.

The need to split between demand creation (mostly marketing, though there can be some assistance from sales) and demand capture (mostly sales but with some marketing influence) is to fulfill the buyer journey experience.

One common mistake companies make is the tendency to allocate most of their budget towards demand capture, even though 70% of the buying journey has already occurred by the time a seller is involved. By then, the buyer already has a top 5 list of vendors they are looking to evaluate.

By neglecting demand creation, we risk commoditizing ourselves among competitors and miss the opportunity to distinguish ourselves as a leader.

If we truly solve a problem, our buyer will be in the market for our solution one day. And if we did demand creation right, they'll be googling for our solution via branded search terms rather than typing our category name, where we may not even rank in the first four search results.

The Importance of ICP Creation

When we look at the difference between high-performing and low-performing SDR teams, there’s one thing that stands out across the board:

The best teams are getting fed with better pipeline.

That is, the leads coming through are of higher quality. They’re a better match for the company’s ICP, so they have an easier time closing deals and waste less time on leads that would never close.

For this, you need to have your ICP clearly nailed down and ensure your demand-generation activities are tailored to that specific audience.

It is not just about finding a fit on demographics, though.

You also want to know that the company is growing. Do they have NRR over 100%? Are they retaining customers? Is revenue increasing?

If these signals are all met, it means you’re less likely to have churn issues in the future because the buyers got laid off.


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Wasting Time on The Wrong Activities 

The other problem with many low-performing SDR teams is that they aren’t focusing on the right actions. Only 20% of their time goes to activities that create progress. The other 80% is just wasted time.

They aren’t working on the right deals at the right time, with the right people, through the right channels.

Revenue orchestration helps sales teams prioritize the best leads and deprioritize the worst ones so they can work on the activities that actually move the needle forward.

Advantages of AI-powered Revenue Orchestration

Fit 

AI-powered revenue orchestration helps ensure that the leads that do make it through to a conversation with sales reps are highly aligned with your ICP.

Instead of funneling all potential prospects through to a demo (like a standard chatbot or meeting booker would), a revenue orchestration solution:

  • De-anonymizes the site visitor.
  • Enriches your CRM data on that account with other firmographic info (such as identifying who else might be on the buying committee).
  • Extracts third-party buying intent signals from external providers to understand where the prospect is at in their buying journey.
  • Understands the current health of the company by pulling publicly available growth metrics.
  • Matches that collection of data against your ICP construct to determine what conversational path to put them down.
  • Orchestrates communications across email, social, and live chat.
  • Nurtures the prospect until they demonstrate a sufficient level of intent, triggering an alert for a salesperson to take over.

This means those website visitors you aren’t a fit for your ICP don’t clog up your sales teams’ meeting pipeline, which translates to faster sales cycles and stronger conversion rates.

Speed

When a target company exhibits buying intent, the window of opportunity that the buyer is thinking about you could be seconds.

If a buyer visits the site and has a question about the product but is unable to meet with a rep until a day later, that may be too late if the budget discussion is tomorrow. By the time a sales rep reaches out, the moment may have passed, and the buyer has gone to a competitor.

Here's an example of how orchestration could solve this.

The VP of Marketing tells a B2B marketing manager at SaaS Co. to research an intent solution to get more in-market leads. SaaS Co's marketing manager asks the Pavilion Go-to-market community for alternatives to 6sense because 6sense is so expensive. Someone mentions Warmly.

The marketing manager visits Warmly's homepage, the case studies page, and the pricing page. On the pricing page, the chatbot pings - it's an AE at Warmly asking if they have any questions.


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The marketing manager doesn't realize he's speaking to an AI. But by now, the actual AE has been notified and jumped in to take over the conversation, initiating a video call. They arrange to catch up again after SaaS Co's budget meeting (that's tomorrow). The marketing manager notes the solution in his deck and calls it a day.

But the orchestration doesn't end there.

  • Immediately after, the SaaS Co.'s CFO receives a LinkedIn connection request. It's the Warmly AE, enquiring about their precarious financial position. They detail exactly how Warmly integrates into SaaS Co's existing tech stack and maximizes the ROI of marketing spend. The CFO ignores the message but keeps Warmly in mind.
  • The rest of the buying committee (the VP of Marketing, CRO, VP of Sales, and Head of Sales Development) receive custom emails addressing all the risks Warmly would help eliminate.
  • The CRO finds a surprise in her message - an explanation of how Warmly eliminates revenue leaks, a topic they had recently read up on. The CRO clicks on a link in the email, arrives on the Warmly homepage, and reads case studies about how Warmly solved revenue leaks with SaaS Co's competitors.

The orchestration system automatically generated these experiences immediately after that initial call. AI carefully selected the message, buying committee members, and channels based on the surrounding context and historical data.

In the past, such an analysis and outreach would have taken hours. This took minutes. Plus, the call recording was synced to the CRM, transcribed, and processed alongside all other relevant data collected on the account.

So, onto that all-important buying committee meeting. What do you know? Warmly is top of mind.

The marketing manager reaches out to Warmly's AE to schedule another call with the VP of Marketing, CRO, and Sales. The AI, always doing more, includes the CFO on the call because they're deemed vital.

And in less than two days (there could be just 24 hours between the initial website visit and that buying committee meeting), you've got a prospect ready to buy.

Scale

A similar story plays out a hundred more times during the working day as companies visit the site, are qualified in or out, and the orchestration platform delivers the right experience. A single rep can only handle one account at a time, but an orchestration platform can simultaneously service every single account at every stage of the buyer journey.

The previous example discussed a possible experience delivered to the account if they were in-market.

What about those that aren't in-market?

They receive demand-creation experiences, like display ads or personalized emails that route to educational blog pages or videos.

When the target accounts finally enter the "buying window," Warmly's content has already shaped their opinions. The account is primed, and we move to demand capture involving the sales team.

The target accounts arrive on Warmly's landing page, the AI qualifies them as in, notifies the rep when a human needs to be in the loop, and the cycle repeats.

Flexibility

‎The best AI-powered revenue orchestration solutions give GTM teams the flexibility they need to plug into their existing tech stack and coordinate sales and marketing activities.

That’s not the case across the board, though.

Right now, we’re seeing a consolidation of the GTM tech market.

Salesloft bought Drift. HubSpot bought Clearbit. Leedfeeder merged with Echobot to become Dealfront.

You’re also seeing tools like Apollo.io and ZoomInfo build out unified GTM suites in-house.

Others, like Warmly, are more platform-agnostic. They focus on integrating with a wide variety of tools so you can plug into the tech stack you’re already set up with and orchestrate effective GTM campaigns powered by AI.

Zach Howland, a sales tech stack expert with a ton of experience implementing CRM and sales tools, has a great point on this:

"Flexibility is enhanced utility. The market needs to be more nimble for the coming scramble to modernize sales technology as AI becomes more robust.”

Consistency

Take this example.

Based on data in the orchestration platform, the leadership team finds they're losing deals based on price to competitors, specifically to companies in B2B SaaS at the Series A stage.

So, the team tweaks the orchestration platform to show 20% discounts to in-market B2B SaaS accounts at the Series A stage. The AI also integrates this promotion into the company's messaging while keeping the price the same for all other prospects.

Normally, this type of change would take multiple training sessions with SDRs, as reps leave, are onboarded, or return from vacation. In the past, reps might have tested messaging and pricing on their own.

Now, everything is standardized. This change is implemented immediately and fed through the platform.

Personalization

The other problem with those stock standard sales conversations that lack context?

They’re exactly the opposite of what today’s buyers say they want.

86% say personalization plays a major role in their purchasing decision.

For many companies, especially SMBs, personalization is a great concept but can be difficult to achieve.

Most businesses add a dynamic name section to their email chains and call it a day. As if their name is what customers are talking about when they say they want personalized buying experiences.

A quality revenue orchestration platform provides companies access to the tools they need to deliver personalized experiences.

Again, it starts with quality data (you can’t personalize anything if you don’t know a thing about the person you’re speaking to), coordinated using a combination of AI and automation to identify opportunities to personalize aspects of the conversation.

It's not just about showing that you know their company's name or their role. Revenue orchestration can go as far as customizing the marketing messaging and even the sales assets that customers receive based entirely on the demographic and intent data you have on them.

Adaptive Systems and their Multiplier Effect

When the whole go-to-market functions of demand creation (marketing) and demand capture (sales) play together harmoniously and the experience is delivered correctly, buyers are happy because they feel like it's being done for them, not to them.

When data no longer lives in siloes and is combined to create derived insights that feed back into the platform, the system continuously delivers better experiences to each account.

Advancements in AI, like vector embeddings, can extend LLMs to have long-term memory for the surrounding historical context and experiences delivered to not just one account but every account being tracked in the CRM. This allows the system to create highly customized experiences that extend across the life cycle of the buyer's journey. Like Amazon and Netflix, millions of buyers don't receive templated emails; they receive carefully selected personalized experiences.

The Non-linear Nature of B2B Purchasing

B2B buying doesn’t play out in any kind of predictable, linear order. Instead, buyers engage in what one might call “looping” across a typical B2B purchase, revisiting (for example) six buying jobs at least once.

There's a multiplier effect when all the pieces work together and adapt in real time to the ever-evolving ecosystem of B2B buying.

‎(Image Source)

Redefining the Role of Human Interaction

Go-to-market teams have already been downsizing and learning to be just as effective with fewer headcounts.

It's gotten so difficult to get someone on the phone that when they finally pick up, after 100 dials, we end up word vomiting just to have them hang up again. It's a horrible experience for both the buyer and the seller.

In the very near future, sellers will move further away from these manual, repetitive tasks because of the increased sophistication, efficiency, and effectiveness of these new adaptive systems. SDRs and AEs can get back to focusing on solving complex customer problems and building long-term relationships. And marketers can spend more time building empathy for the people they are seeking to serve.

And because AI has become quite good at synthesizing data into something humans can understand, we can drill down into the system and reveal important answers to questions like: Who is our ICP? Where are the bottlenecks? Why did we deliver certain experiences? What's been working or not working? Why?

That's the magic of AI-supported revenue orchestration. It gives us the power to be more creative and strategic.

We do what we do best, and leave the rest to automation.

Read on for Part IV on Warmly: The Signal-Based Revenue Orchestration Platform.

Interested to see Warmly in action? Book a demo.

The Future of Account Based Marketing
The Future of Account Based Marketing
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This article is Part II of a 4-part series on the shifting landscape in B2B buying and selling, how revenue teams have adapted, and where we think the market is headed next.

You can read Part I, in which talks about the evolution of sales and marketing pre and post-pandemic.

TL;DR:

  • The reduction in force in 2023 has accelerated the need for agile organizations in B2B buying and selling.
  • Account Based Marketing (ABM) has shifted the focus from individual leads to the account level, improving efficiency and relevance.
  • Understanding the buyer's journey and using automation and AI can increase sales velocity and conversions.
  • However, there are limitations to ABM, including the challenge of data silos and the need for speed, coverage, and consistency.
  • The next phase in demand capture and demand creation is Account Based Orchestration (ABO)

Headcount Reduction Accelerating the Agile Organization

As of August 2023, almost 300,000 workers in US-based tech companies have been laid off.

Just as COVID was a massive accelerant to the digital buying process, the 2023 reduction in force, because of uncertainty around the economy, was a massive accelerant to the new age of agile organizations.

Dynata conducted a 2023 study across 500 business leaders in the US, Germany, the UK, and France across all industries. Participants included heads of sales, revops, and marketing. A few findings:

  • 75% of organizations expected flat or reduced revenue growth this year
  • 58% expect to have less personnel to drive sales

So, there is less staff, potentially the same pipeline coverage needed to hit your quota.

As a result, sales and marketing organizations learned how to operate smaller, more agile, and more efficiently. Revenue teams began partnering with the most innovative technologies that used automation and AI to help them execute operational downstream activities, which allowed them to focus on key insights and personalization.

Shift Towards Customer Centricity and Account-Based Marketing

In the past, most go-to-market tooling was focused on helping the seller and marketer get more leads. The experience of tooling wasn't necessarily tailored toward the buyer (e.g. carpet bomb email and relentless cold calls).

There are two options to increase revenue:

  • Increase leads
  • Improve pipeline conversions, cycle times, ASPs

It seemed easier to get more leads, so many organizations chose that. But it wasn't. It was the more expensive option that had diminishing returns. More leads to sift through and follow up on meant sellers weren't  allocating their time as effectively.

The problem was that 3% of your TAM was in-market to buy (Sticky Branding).

Spending time on non-target accounts that were not in-market to buy was a huge waste of time and money for both the sales and marketing teams.

The Importance of Efficient Growth and Timing

Companies like 6sense keyed in on the importance of efficient growth, relevance, and timing. They introduced the idea of account-based marketing (ABM), which took the focus off the individual lead contact and brought it up to the account level.

Understanding the Buyer's Journey

The vision was to break your target ICP accounts into four key stages of the buyer journey:

  • Target: Not ready to buy
  • Awareness: Waking up to the problem
  • Consideration: Learning how to solve the problem
  • Decision: Engaging with vendors
  • Purchase: Ready to buy

Then, align the sales and marketing team to work together towards delivering the right experience at the right stage in the buyer's journey. Sellers needed the marketers to figure out which leads were in-market. The marketers needed sellers to engage those leads. ABM teams typically align on the same ICPs and metrics to build qualified pipeline together.

There are thousands of potential leads that a seller could follow up on, but they should just prioritize the ones with the highest ROI, and leave the rest to AI and automation.

Here's an example 6sense workflow:

  • Awareness: Marketing identifies the best accounts via the buyer's digital footprint on the web, finds the buying committee, and then adds them to social ad campaigns on Facebook and LinkedIn
  • Consideration: Marketing adds the buying committee members into nurture/education campaigns to provide value
  • Decision: Landing pages and chatbots are personalized to the buyer. Target accounts are routed to the right sales rep
  • Purchase: CRM, marketing automation systems and the website capture buying signals. This is when the account is in-market to buy, and sales should chase

Understanding where the buyer was in their journey made marketers and sellers more relevant and customer-centric in their outreach timing, targeting, and messaging.

Taking a multi-threaded approach where everyone on the buying committee was engaged increased sales velocity, conversions, and ASPs.

Sales and marketing were going to market together, which boosted overall ROI.

ABM started to work and cut through the noise:

  • The first person in the conversation is 70% more ready to buy (6sense)
  • 85% of marketers say ABM significantly benefited them in retaining and expanding their existing client relationships (Triblio)
  • An ABM strategy can increase B2B revenue by 208% (Warc)

According to Lars Nilson, VP of Business Development at Snowflake, who ran a 200+ sales development team, when account-based marketing and account-based sales orchestrate, script, and strategize together, they saw a 3x lift rate on their meetings booked.

Limitations of Today's Account-Based Marketing

In spite of the lift from running an ABM motion, companies are still finding difficulty capturing demand. Deals are becoming increasingly complex, with more steps involved and more people to convince. The status of deals is constantly changing and faster than humans can react.

There are also fewer humans to react, period, because of the headcount reduction. Sales reps are working double-time to engage quickly and effectively with more accounts on increasingly complex deals. People are fried.

Sometimes it could take weeks, months, quarters to fully implement an ABM solution. It could take a while before sales and marketing and in full alignment on their ICP and agreed upon processes. Takes time to find a dedicated owner of the ABM tool. People are constantly shifting, so the CMO that brought on the ABM solution may leave midway through implementation. And the sales team that was onboarded today may not be the sales team that uses it tomorrow.

A strong signal on an account that's in-market to buy is only useful if it's acted upon, and better yet, acted upon immediately. Speed kills sales. Drafting a personalized email to a hot account a day after may be too late.

Human systems do not scale well, especially as organizations and the number of leads to keep track of gets larger.

The Challenge of Data Silos and Integration

The market is starting to consolidate tooling; however, you still have 5 to 6 solutions that need to work in tandem to execute effective ABM. For example there's conversational intelligence, sequencing, email, LinkedIn, Slack, CRM, buyer intent, etc. Humans still need to toggle between three screens to conduct analysis and pinpoint key moments in a buyer's journey. Revops needs to manage multiple vendors, which oftentimes have duplicate features.

But the biggest issue is having multiple data siloes to manage. With systems needing to integrate back and forth, it can be difficult to have a single set of robust, accurate data to automate workflows or run AI models off of.

The problem compounds as the size of the organization and prospect base grows.

Pretty soon there are processes to maintain processes, and, depending on your time horizon, the upfront setup and maintenance cost may introduce more harm to the team rather than the ROI promised.

The Need for Speed, Coverage, and Consistency in ABM

For ABM to work well, you need speed, coverage, and consistency.

Most sales teams are not set up to react in real-time, which breaks them out of their workflow. It takes significant orchestration to complete the ABM motion successfully at every step.

If there is a big marketing campaign that drives traffic, there may not be enough rep coverage to engage all the buyers.

In both cases, there is a revenue leak in the funnel because speed, coverage, and consistency fall short.

It means you're not engaging or fast enough with your in-market target accounts (3% of your TAM) who are in the decision/purchase stage, which costs you deals today.

You're also missing out on the opportunity to build relationships with target accounts that are not in-market (97% of your TAM) in the awareness/consideration stage, which will potentially cost you even more deals tomorrow and beyond because those accounts may be building an early relationship with your competitors.

Up Next: The Era of Account-Based Orchestration

Read Part III, where we'll delve into the evolution from account-based marketing to account-based orchestration. We'll explore how this transition enhances the speed and precision of delivering a tailored buying experience to your Ideal Customer Profile (ICP).

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How The B2B SaaS Sales Funnel Has Changed
How The B2B SaaS Sales Funnel Has Changed
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This article is Part I of a 4-part series on the shifting landscape of B2B buying and selling, how revenue teams have adapted, and where we think the market is headed.

TL;DR:

  • B2B SaaS experienced a golden era with an influx of capital and a focus on go-to-market strategies.
  • The traditional sales funnel and data-driven processes became the foundation of go-to-market understanding.
  • The market saw an explosion of SaaS solutions and an increase in email deluge, leading to declining conversion rates.
  • The pandemic brought about significant changes in buyer behavior, with a rise in digital communities and increased reliance on content consumption for decision-making.
  • The digital transformation paradox emerged as conventional funnel metrics struggled to capture evolving buying behavior, leading to the need for companies to adapt and evolve.

The Golden Era of B2B SaaS: 2018-2022

The years from 2018-2022 could be called the Golden era of pre-AI startups. B2B SaaS was living its best life. Startups were bathing in cash. They were getting their rounds pre-empted because deals were becoming that hot.

image

(Image Source)‎

I remember just two years back in 2021, there was a saying in the startup community that it was easier to raise money than it was to hire great talent.

The Capital Influx

Initially, we saw the influx of capital into SaaS businesses often channeled into go-to-market strategies. B2B SaaS companies hired like nobody’s business: sales reps, ad spend, sales reps, marketing tools, and more sales reps. Resource bloat accrued because of the mounting pressures to produce in order to meet valuation expectations.

This forced the hands of many B2B SaaS startups to hire too many employees to hit those targets. As the economy has continued to recede in 2023, shareholders, boards, and VC firms alike are asking nearly every startup to surrender to a RIF - aka layoffs - to reduce the bloated, unproductive staff.

GTM Strategies

The traditional construct of going to market was that of the sales funnel. Tools like ZoomInfo and Outreach would make one sales rep feel like the power of ten sales reps. But instead of cutting back, companies went all in, flooding the market with outbound — more dials and cold outbound calls, and more mass emails out the digital door.

With so many bodies, predictability and structure became the name of the game. I remember being curious about sales and asking Larson Stair, an expert sales founder in our Techstars batch.

"What makes a salesperson great?" — Alan

"Process." — Larson

Sales with a process is a science, which makes it more predictive. Without a process, it was emotion, which made it less predictive. VCs have historically pushed for predictability, which pushed for certainty in measurement. What is the best visualization of this predictability? The Marketing-to-Sales Funnels with conversion rates at every step.


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(Image Source)‎

At the same time, with the explosion of data, whatever could be measured was measured. Everything became seemingly quantifiable when the funnel was the foundation of go-to-market understanding, turning GTM into a science, and sales and marketing as “the scientist” executing the experiments.

The SaaS Startup Explosion: the 2020s

As venture capital continued to flow into the 2020s, the SaaS market saw an influx of tools, thanks also to the commoditization of API software development. Competitor apps could be spun up overnight with just a handful of developers. The availability and affordability of cloud service helped ensure that the entrepreneurial developers sitting inside a B2B SaaS company could develop revenue-producing applications to their heart's content.

Carina, Zack, and I built one such competitor tool during our time at Techstars without knowing anything about the space.

Everyone started building and buying everything. Then, the capital and the revenue started coming in - and it was good. However, when everyone starts making money, good decisions start going out the window. Lots of shelfware was created and sold to consumers who were sold something that didn’t deliver value.

The Email Deluge and Declining Conversions

Inboxes exploded from the deluge of emails. Eventually, Google started throwing certain domains into spam. Whole cottage industries emerged just to warm emails to improve deliverability so companies could send more.

Conversion rates started declining.

But the pressure mounted. What did people do? More hands on deck. 5% closed won conversion last year, 1% conversion this year? No problem. Pump up the top of the funnel to sustain revenue growth.

If your job was on the line, why fix something that wasn't broken? Plus, who had the bandwidth to innovate when the existing system was barely afloat? Nobody ever got fired for buying IBM.

Lots of hungry reps to feed right now. Where are all the MQLs, form fills, white papers, and link clicks? Because of the short time horizon of CROs, the whole go-to-market team needed to operate on a similar timescale.

The Pandemic's Impact on Business

Then 2020 ...

The pandemic changes everything.

It completely disrupts B2B SaaS marketing, in ways that are still being felt today.

And it all started with B2B SaaS buyers.

The Buyer's Evolution

Let's talk about what happened to the buyer.

Forget B2B SaaS products for a second. For the first time, during the pandemic, buyers were building entire teams without ever meeting face-to-face with their new hires.

As a result, B2B SaaS providers had to learn how to connect with buyers that were increasingly connecting with peers, potential clients, and sales teams entirely online.

The Rise of Digital Communities

Demand for community skyrocketed. Reddit, Discord, and Zoom engagement shot up. And in the wake of all this, professional communities like Pavilion started sprouting up everywhere. LinkedIn evolved into a real professional social network.

Suddenly, buyers, who in the past, would meet each other maybe once or twice a year at conferences to exchange ideas about B2B SaaS solutions, can poll thousands at a time, globally, for advice on whether to use Outreach or SalesLoft, Hubspot or Marketo in a single post, and get curated answers back within minutes.

Content Consumption

With social media engagement at an all-time high, consumption of marketing content like e-books, blog posts, podcasts, influencer endorsements, and peer reviews soared.

In 2020 alone, media uploads increased by 80% YoY, driven by an influx of social media marketing in the SaaS space. How-to videos, explainers, pre-recorded sales pitches: B2B buyers were absorbing it all.

The increase in content consumption meant that demand generation became a key factor in the B2B SaaS business model.

B2B Decision-Making

As well as consuming more and more content during the buying process, the way organizations decided on when and why to purchase a SaaS product also changed.

In particular, partnership programs - for example, Hubspot and Salesforce's app ecosystem - started gaining traction as a go-to-market channel, with buyers increasingly making purchase decisions from trusted B2B software vendors.

The Digital Transformation Paradox

Consequently, B2B SaaS underwent a digital transformation overnight.

The change was swift. But, ironically, as the world digitized, conventional SaaS metrics struggled to capture the evolving buying behavior.

Private Slack chats, influencer endorsements, or old-school phone calls - the funnel couldn't track these. The same large quantity of SaaS vendors still existed. It's just now the buyers could see them all a bit more clearly.

The Dark Funnel and Its Impact on B2B Marketing

In the past, companies could track customer interactions through traditional marketing automation platforms. However, with the rise of third-party marketing channels like podcasts, events, influencer marketing, and organic social media, companies are unable to track these interactions effectively. This lack of tracking has led to a major shift in the distribution of content and communication between companies and their customers.


image

(Image Source)‎

The software vendor landscape was vast, but now, buyers had a clearer view. The competition between vendors became fierce, with countless "Top X tools for Y" lists and regular Gartner and G2 matrices to guide buyers.

Still, the traditional sales and marketing model that drove buyers down the funnel persisted, even as it was seeing diminishing returns. A decade of conditioning led ingrained these large processes of generating Leads to MQLS to SQLs, as well as the people who maintained them.

The Informed Buyer

But here's the twist: Buyers were leveling up. They were more informed and more savvy. At least that's what they thought:

  • 70% of the buyer’s journey is done digitally before talking to a salesperson (Sirius Decisions)
  • 80% of B2B purchasers said that they would not even speak to a salesperson until they had done their own research (The Corporate Executive Board)
  • 80% of business decision-makers prefer to get company information from a series of articles versus an advertisement. (B2B PRSense)
  • 84% of B2B decision-makers begin their buying process with a referral. (Sales Benchmark Index)
  • 86 percent of buyers use peer review sites when buying software (G2)

The number of people in the SaaS solution buying committee was also becoming much larger. Each member has their own needs that must be met before the purchase can go through, so that means different messaging and timing for different personas.

It was like wringing water from a rock and suddenly finding yourself in a desert. That's okay because the VC well always had more rocks to pull from.

Navigating the New Demand Landscape

Post-pandemic, B2B SaaS companies faced a fresh challenge: the funding bubble began to deflate. Buyers tightened their belts. Sales quotas were missed.

Traditional methods seemed outdated in this new reality.

While many clung to old strategies, successful B2B SaaS organizations recognized the need for efficiency and adaptability. They shifted focus from lead generation to efficient demand capture and demand creation, emphasizing trust and authenticity in an informed buyer's world.

"How can I sell you something," no longer works. The approach must be proactive: "What does my customer need from me." Companies like Aligned have built the digital sales room to create better buying experiences.

In this evolving landscape, it's not about who spends the most - on sales teams, marketing campaigns, or SaaS tools - but who adapts the best.

Now that you're keyed up on the changes in the B2B market pre- and post-pandemic, read on for Part II, the future of account based marketing.

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What is Warm Outbound? Definition, Benefits & Best Practices

What is Warm Outbound? Definition, Benefits & Best Practices

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Alan Zhao

When people ask me what warm outbound is, I usually start by saying: 

It’s the middle ground between the spray-and-pray cold outreach that nobody likes and the magical world of inbound leads that come knocking on your door. 

Warm outbound is all about reaching out to prospects who already have some awareness of your brand, your content, or maybe even your product, but just haven’t taken that next step yet.

And if there's one thing I've learned in years of tackling various outreach strategies, it’s that warm outbound is one of the most underrated weapons in the B2B sales and marketing toolkit. 

It’s not magic. It’s not spam. It’s thoughtful, timely, and - when done right - surprisingly effective.

In this article, I’m going to break down:

  • What warm outbound actually is (because trust me, there’s a lot of confusion out there).
  • Why it works better than traditional cold outreach?
  • How you can build a warm outbound system that actually gets replies, not just opens. 

No fluff, no generic tips, just practical strategies, real examples, and a few things I’ve learned the hard way so you don’t have to.

Ready? Let’s go!

What is Warm Outbound?

Warm outbound is a targeted outreach strategy where you engage leads who are already familiar to an extent with your brand, product, or content. 

These leads aren’t strangers - maybe they’ve visited your site, downloaded a lead magnet, liked a LinkedIn post, subscribed to your newsletter, or interacted with your team at an event. 

The key difference is that you're not reaching out cold; you’re reaching out in context.

Think of it this way: warm outbound is like walking up to someone at a party who’s been nodding to your conversation from across the room. 

They may not be in your inner circle yet, but they’re already tuned in, and that makes all the difference.

In practice, warm outbound might look like:

  • Following up with someone who downloaded your case study last week.
  • Reaching out to a LinkedIn connection who’s been engaging with your posts.
  • Emailing someone who started a free trial but never activated it.
  • Sending a personalized message to a webinar attendee you haven’t heard from since.

So, simply put, warm outbound means you’re not starting from scratch. 

You’re picking up a thread that already exists, which makes the outreach feel more relevant, personal, and less intrusive.

Warm Outbound vs. Cold Outbound: What Are the Differences?

Let’s clear this up because the terms often get tossed around like they’re interchangeable when they’re actually completely different.

Cold outbound is when you reach out to someone who has no clue who you are. 

They haven’t engaged with your brand, didn’t ask for your email, and were not expecting to hear from you. 

That’s why cold outreach needs to be ultra-targeted and creative while often having lower response rates - it’s a much tougher crowd you’re trying to win over.

Warm outbound, on the other hand, involves people who are already in your orbit. Maybe not ready to buy yet, but aware of you. 

Your name rings a bell. You’re not a complete stranger. That tiny shift in awareness can drastically change how your message is received.

To put it bluntly:

  1. Cold outbound feels like knocking on a stranger’s door.
  2. Warm outbound feels like following up with someone who waved at you last week.

Which one would you be more likely to respond to?

What Are the Benefits of Warm Outbound?

Warm outbound isn’t just a “nicer” way to do outreach. It’s a smarter one. 

Here are a couple of reasons why:

  1. Higher response rates - When people already recognize your name or company, they’re more likely to open, read, and respond. It’s simple psychology.
  2. Better personalization opportunities - Because you have context (what your leads read, clicked, watched), you can tailor your message to meet them where they are.
  3. Shorter sales cycles - These leads are usually further along the buyer’s journey than a cold lead. You’re not educating them from scratch, just nudging them forward.
  4. Stronger brand perception - Warm outreach shows that you’re paying attention. It feels more helpful than pushy, which builds trust even if they don’t convert right away.
  5. More efficient use of sales time - Your reps are spending less time explaining who you are and more time focusing on value-driven conversations.

How Can You Implement Warm Outbound in Your Sales Process?

Now that we’ve defined what warm outbound is and why it works, let’s get into the good stuff: how to actually do it.

Implementing warm outbound in your sales process isn’t about adding a random email here and there.

It’s about building a repeatable system that turns passive interest into meaningful conversations without coming across like a sales robot.

Below is the step-by-step playbook I’ve used (and refined) over the years to make warm outbound work in real-world sales teams.

1. Start with the right signals: Identify warm leads

The first step is figuring out who your warm leads actually are. 

Not all contacts are equal, and not every action is a buying signal. You're looking for intent + engagement.

Examples of warm signals to look for:

  • Downloaded gated content (ebooks, case studies, whitepapers).
  • Attended a webinar or event.
  • Visited your pricing or product pages multiple times.
  • Opened and clicked through your marketing emails.
  • Engaged with your social content (especially comments or shares).
  • Signed up for a free trial or demo but didn’t convert.
  • Asked a question via chatbot or live chat.
  • Added items to a cart (for product-led companies) but didn’t complete checkout.
  • Replied to or forwarded marketing emails.

Tools like Warmly can help you track these intent signals easily.

Warmly identifies your website visitors - both individual stakeholders and company accounts - and enriches each with detailed B2B and intent data.

This means the platform unearths all the relevant buying signals your website visitors left on-site, including everything I mentioned above, from recurring visits to pricing pages to interacting with your chatbot.

Warmly takes it one step further by picking up intent signals your leads left beyond your owned channels, including:

  • Web searches that include keywords relevant to your product.
  • Visits to competitors’ websites.
  • Social signals (i.e., pulling top industry conversations, lists of accounts posting ot interacting with content relevant to your product, etc.).

As a result, you’ll get a 360-degree view of each lead’s intent, including both first- and third-party warm signals, meaning you’ll be able to discern more precisely which leads are most interested right now.

2. Segment and prioritize based on intent

Warm leads exist on a spectrum. 

Someone who downloaded your ebook two months ago is not as hot as someone who just looked at your pricing page twice today. 

You want to prioritize based on recency and behavioral intent.

I like to use a basic framework here:

  • High intent – Free trial signups, pricing page views, demo requests that dropped off, recurring visits, researching competitors, etc..
  • Medium intent – Webinar attendees, case study downloads, high email engagement, visits to case studies/feature pages.
  • Low intent – Light engagement, older content downloads, social interactions.

With Warmly, you can segment leads with more precision, as the platform lets you take into account both intent data and ICP criteria, allowing you to score leads based on:

  1. How well they fit your ICP profile.
  2. Their engagement intent levels.

Remember - focus your outbound effort first on high- and medium-intent leads. 

You’ll get more traction faster, and it gives your reps the confidence that they’re not chasing dead ends.

3. Personalize your outreach (but don’t overdo it)

This is where a lot of folks either phone it in or spend 30 minutes writing a single email. 

Neither approach scales. The trick is lightweight personalization with meaningful relevance.

The best way to ensure you’ll hit that sweet spot is to use cutting-edge technology to help - AI.

Warmly’s Orchestrator is an AI-driven feature that lets you put warm outbound outreach on autopilot.

The Orchestrator picks up hot leads based on the criteria you define (high intent + good ICP match) and includes them in hyper-personalized outreach sequences.

It leverages the data Warmly has on each lead - both intent insights and B2B information - to craft messaging that will resonate with every recipient.

You can choose between LinkedIn or email outreach sequences - whichever you opt for will be tailored to every lead’s past engagement and interactions with your website and their overall intent.

Try it yourself 👇or watch it in action. 


For example, if they visited your pricing page, the Orchestrator may shoot an email that looks like this:

Subject: Ideas after your visit to [Product]’s pricing page

Hey [First Name],

Noticed you were checking out our pricing page yesterday, so I figured I’d reach out directly.

We’ve worked with a few companies like [Their Company] to [insert relevant benefit or outcome], and I’d be happy to share what we’ve learned.

Would it make sense to connect for 10–15 minutes this week?

Best,

[Your Name]

Short, to the point, respectful, and, most importantly, personalized to the smallest details.

The best part about the Orchestrator is that it is fully customizable, meaning you can configure everything that matters, including:

  • The trigger, i.e., the action that sets the sequence in motion (e.g., visit to your pricing page).
  • The visitors it engages with (only those who meet the criteria you specify, such as high intent and good ICP match).
  • The maximum number of leads included from each account.
  • The frequency at which it runs its campaigns.

As a result, you get a 24/7 present SDR that reaches out to high-intent leads via channels they’re most likely to respond to, when they’re most likely to respond.

4. Use automation - but only where it makes sense

As I explained above, warm outbound can (and should) be partially automated, but don’t turn it into a mindless sequence machine. 

The key is scaling thoughtfully, not blasting blindly.

Where automation works well:

  • Triggered follow-ups based on behavior (e.g., “3 days after webinar, send this email”).
  • Lead scoring and alerts when someone hits a key milestone.
  • Reminders to reps when a warm lead is ready for outreach.

With Warmly, you can set up automated lead routing and alerts in addition to Orchestrator’s workflows.

For example, you can set up Slack and/or email alerts that notify your reps when a lead takes an action you qualify as high-intent (e.g., a lead that matches your ICP lands on your pricing page or interacts with a chatbot in a relevant way).

This significantly reduces time to lead, allowing reps to tune into leads’ web sessions in real-time and monitor how they interact with your website.

Moreover, you can set up auto lead routing, meaning that every high-intent lead will be automatically assigned to the most fitting SDR.

Remember, automation works best when you leave room for reps to jump in manually if needed, and Warmly lets you do exactly that.

5. Leverage face-to-face communication when possible

Although chatbots and AI-driven automation can achieve a lot on their own, sometimes your leads need human interaction to make that final step.

That’s why Warmly includes a Live Video Chat option in its offering, as it allows you to hop on a video call with leads while they’re still on your website.

When you go to the “Warm Calls” section of Warmly’s dashboard, you’ll see all the accounts visiting your website right now.

There, you can see all the data Warmly pulls on them and monitor how they interact with your website in real-time.

Once you detect high-intent leads based on your personal scoring system (like the one I gave as an example above), you can initiate a video call straight from Warmly’s dashboard.

This allows you to put a face to your brand, further engage and nurture leads, and, ultimately, close more deals.

Try it out here:


6. Sync your sales and marketing teams

This part often gets overlooked, but it’s essential. Your warm outbound strategy only works if marketing and sales are aligned around:

  1. What counts as a qualified warm lead
  2. When a lead is ready for sales outreach
  3. What messaging is appropriate based on the funnel stage

This is where shared definitions and regular feedback loops come in. 

Sales should be telling marketing, “Hey, these MQLs are solid,” or “We need more context in the CRM.” 

Marketing, on the other hand, should be surfacing intent data regularly so reps can strike while the lead is warm.

The result?

A well-oiled lead generation machine.

Next Steps: Identify and Convert More Warm Leads with Warmly

Warm outbound is the sweet spot between cold outreach and inbound—a space where timing, context, and intent collide. 

Throughout this article, we covered what warm outbound is, why it works, and how to build a strategy that drives conversations and closes deals.

But here’s the thing: to really make it work, you need visibility. You need to know who is showing interest, what they’re engaging with, and when to reach out. That’s where Warmly comes in.

From identifying high-intent leads and prioritizing them based on real-time signals to triggering hyper-personalized outreach with the Orchestrator and hopping on a Live Video Chat while prospects are still on your site, Warmly gives you the complete toolkit to turn passive interest into booked meetings.

Ready to make your outbound smarter?

Sign up for Warmly’s free plan or book a demo and find out what Warmly can do for your pipeline first-hand. 

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Best 10 HockeyStack Alternatives & Competitors in 2025

Best 10 HockeyStack Alternatives & Competitors in 2025

Time to read

Alan Zhao

We researched dozens of sales intelligence tools, reviewed verified reviews on G2, and talked to sales reps to build a complete list of the 10 best HockeyStack alternatives in 2025.

In this guide, we will cover each tool’s features, pricing, pros/cons, and use cases to help you make an informed decision.

Why Look For HockeyStack Alternatives?

HockeyStack has received praise for its advanced attribution modelling, cross-platform reporting, and best-in-class customer support.

Despite that, some users and our in-house experts have noted some drawbacks of the platform: ⤵️

#1: Limited Integrations

One of the downsides of HockeyStack for users has been its limited integrations.

Some teams had to wait for the platform to be built for them so they could use the platform alongside their existing software.

‘’If there is no specific integration built for a tool, it might take a couple of days for them to build it. However, they don't charge you for it.’’ – G2 Review.

#2: Limited out-of-the-box features and customization

While HockeyStack is praised for its flexibility and customizability, this comes at the cost of readily available out-of-the-box features.

Users of the platform have mentioned that the platform requires significant manual configuration and customization to align with their needs.

‘’The problem of being a super flexible and customisable tool is that there aren't a lot of out-of-the-box features. Everything needs to be built from the ground up, including segmentations, goal definitions, touchpoints, etc.’’ – G2 Review.

#3: Time-consuming deployment with a steep learning curve

One of the most frequently cited drawbacks of HockeyStack is its steep learning curve, especially during the initial setup and deployment.

Several user reviews on G2 highlight the time-consuming nature of setting up the platform and the effort required to understand its logic for reports, filters, and segments.

‘’Set up is a huge learning curve. Lily was amazing in helping us! But even if you get a great CSM, it took weeks for things to work to "click". If you are the one setting up the tool, be prepared to block off your calendar for at least a week to fully dive in.’’ – G2 Review.

What are the best HockeyStack alternatives on the market in 2025?

Here are the best HockeyStack alternatives in 2025 that make up for the platform’s weaknesses:

 #1: Warmly: A signal-based revenue orchestration platform that combines several capabilities into one powerful lead-capturing and converting mechanism.

 #2: 6sense: Identify accounts on your website that your sales team can reach out to.

 #3: Demandbase: Identify and target the right prospects with the right message to support ABM campaigns.

 #4: Factors AI: Get detailed marketing attribution.

 #5: Attribution: Track marketing metrics on a granular level from multiple sources.

 #6: Visitor Queue: Identify website visitors and personalize your website to them in real-time.

 #7: UnifyGTM: Access multiple intent data sources and combine them with AI agents.

 #8: Marketo Measure: Optimize your marketing budget and measure campaign impact on revenue.

 #9: Salespanel: Ideal for sales and marketing teams looking to put lead scoring on autopilot.

 #10: Dreamdata: Automatically collect, model, and activate B2B GTM data to get a 360 view of every customer journey.

#1: Warmly

Warmly offers the best HockeyStack alternative as it provides you with the most accurate, real-time, person-level de-anonymization data and signal tracking.

Our platform helps you identify your warmest leads and reach out to them immediately with our engagement features.

Disclosure: Even though Warmly is our sales intelligence software, I’ll aim to provide an unbiased perspective on why Warmly offers the best HockeyStack alternative in 2025.

Warmly is a signal-based revenue orchestration platform that lets you:

  • Identify website visitors.
  • Reveal which visitors are most likely to convert right now.
  • Gain quality insights into prospective customers, allowing your sales reps to tailor their strategies accordingly.
  • Automate essential sales processes on top of buying intent signals.

Let’s look at some features that make Warmly so popular among GTM teams worldwide:

Feature #1: Identifies website visitors and reveals their buyer intent

Similar to HockeyStack, Warmly identifies both companies and individuals visiting your website.

Every identified lead is enriched with granular B2B data that helps your sales reps determine which of them fit your ICP profile and tailor their approach accordingly, including:

  • Contact details (company and personal names, email addresses, LinkedIn profiles, phone numbers, etc.).
  • Firmographics (location, industry, size, etc.).
  • Technographics (the technology and software a company primarily uses).
  • Demographics (individual job roles, seniority, etc.).
  • CRM data (past interactions with your reps, won and lost deals, former champions, etc.).

However, that’s not all. 

Warmly also tracks intent data, translating it into actionable insights your sales team can leverage to detect leads most likely to convert right now.

Warmly detects several types of intent data, such as:

  1. First-party intent: This includes intent signals that the leads left in your channels (website, app, etc.), such as website visits, the specific pages they visited, time spent on high-intent pages, recurring visits, etc.
  2. Second-party signals: These come from monitoring LinkedIn for things like job change intent, new funding rounds, etc.
  3. Third-party intent: This includes the intent signals your leads left across the web, such as web searches that include keywords relevant to your product, visits to competitors’ websites or interactions with their ads, etc.

But why is this so important?

With intent data, your SDRs can identify and prioritize your hottest leads from the start instead of wasting their efforts on cold or low-value leads.

As a result, you’ll experience more conversions and ROI before you know it.

Check out our product walkthrough to learn more about Warmly’s features in use:


‎

Feature #2: Sales automation

Warmly has several automation features to help you put essential sales operations on autopilot and ensure that no high-value lead is missed again.

Firstly, the Orchestrator lets you streamline LinkedIn and email outreach by automatically adding high-intent leads to specific sequences.

Our platform allows you to set up all the essential parameters, enabling you to completely customize it to fit your needs, goals, and target market, including letting you:

  • Specify the trigger that sets the sequence in motion (e.g., a visitor goes to a high-intent page, such as pricing).
  • Define the criteria the visitor needs to meet to be targeted (e.g., company size, industry, job role).
  • Set up the frequency at which you want the workflows to run and the maximum number of people targeted in a single account.
  • Decide what action you want the Orchestrator to take (e.g., sending a contextual email, personalized LinkedIn DM, or connection request).

Try it yourself 👇or watch it in action. 



Then there’s the AI Chat that leverages the power of AI to engage high-intent leads on your website by:

  1. Asking them qualifying questions.
  2. Answering their queries.
  3. Booking meetings.
  4. Offering relevant collaterals, etc.

The AI that powers AI Chat is fully trainable, meaning you can tailor it to your specific brand tone of voice and other requirements.

Finally, Warmly’s automated alerts notify sales reps via Slack whenever a high-intent lead lands on your website or takes a high-intent action. This significantly shortens the time to lead, increasing your chances of getting more conversions.

Note: On Warmly’s Business plan and above, you can also automate lead routing using the round-robin method or set up any other criteria by which you want leads to be distributed.

Feature #3: Live lead engagement

Warmly has another trick up its sleeve against HockeyStack for users who want to make the most of the traction gained by the intent insights the platform uncovers.

Namely, Warmly lets you engage your leads in a live video call while they’re still on your website.

When you go to the “Warm Calls” section of Warmly’s dashboard, you can see who’s visiting your website and monitor their sessions in real-time.

Once your reps assess the time is right, they can hop on a video call straight from Warmly’s dashboard.

As any sales rep knows, nothing can help you close more deals than one-on-one meetings, so make sure to make the most of them.

Note: The Live Video Chat feature is available only on Warmly’s Enterprise plan.

Try it out here:



Feature #4: A B2B Prospect Database: Coldly

Warmly’s Coldly, a database with 200M+ accounts and contacts, gives your sales team an excellent starting point for prospecting.

Coldly includes all the B2B data your sales reps need to make initial contact, including:

  • Validated emails.
  • Phone numbers.
  • LinkedIn profiles.

Our database also provides 25+ B2B filters and customizable data filters that you can set up, enabling your sales team to build highly targeted prospect lists in a few seconds.

Coldly also has a browser extension that lets you scrape essential B2B contact data from any source on the web, including LinkedIn profiles, company websites, etc.

Your team will have both accurate contact data and the right tools to pick up buyer intent signals and set up workflows on top of them.

Warmly’s Integrations

Unlike HockeyStack, Warmly integrates with a wide range of platforms, including:

  • OpenAI.
  • Slack.
  • Apollo.
  • Outreach.
  • Demandbase.
  • 6sense.
  • Clearbit.
  • People Data Labs.
  • And more.

In addition to deep integrations with several lead intelligence platforms, Warmly provides a Warm Bundle—partner discounts for over 25 sales, marketing, and GTM tools.

This way, you can access many relevant tools and combine them with Warmly at a fraction of their usual price.

What Is The Difference Between Warmly & HockeyStack?

The biggest differences between Warmly and HockeyStack come down to data quality and sales automation features.

Warmly does person-level de-anonymization from any source. Our platform also quality checks all of our data and signals using 10+ data providers. 

Our platform sets the standard for the de-anonymization of data quality for the industry.

We invest over $1m per year in data providers and pass the return on that investment directly to our customers.

Moreover, Warmly offers real-time engagement features, such as our contextually-aware AI Chat that helps you automatically engage and qualify leads, instead of identifying them and reaching out to them at a later time.

Pricing

Unlike HockeyStack, Warmly offers a free forever plan that allows you to identify up to 500 companies and individuals visiting your website per month.

In addition to that, you can set up ICP filters to quickly identify high-quality leads and automate basic lead routing.

However, you wouldn’t get access to the AI sales agent capability with 11x on the free tier.

There are three paid tiers to choose from to access the AI sales agent:

  1. Data Only: Starts at $333/mo when billed annually or $499/month when billed monthly, and includes unlimited seats, 5,000 monthly visitors revealed, first-party intent signals, alerts, and access to Warmly’s prospecting database.
  2. Business: Starts at $19,000/year for up to 10,000 visitors or $45,000/year for up to 75,000 visitors, which includes second-party signals, sales orchestration, and lead routing.
  3. Enterprise: Custom pricing, which lets you identify a custom number of visitors, includes everything in Business, plus custom signals and warm calling.

Pros & Cons

✅ Identifies companies and individuals visiting your website.

✅ Enriches each identified lead with detailed B2B intelligence and reveals intent data.

✅ Versatile sales orchestration options.

✅ Live sales engagement capabilities.

✅ Reveals who your hottest leads are right now.

❌ Warm calling feature is available only on the Enterprise plan.

#2: 6sense

Best for: Identifying accounts on your website that your sales team can reach out to.

Similar to: ZoomInfo, Warmly.

6sense offers an AI-powered ABM platform that combines B2B data with intent signals to automate your ABM workflows.

The solution is a good alternative to HockeyStack with its ability to identify surging accounts that are most likely to buy, so your reps can react in time.

Features

  • The platform tracks and gives you exposure to 65M+ companies, 600M+ buyer profiles, and 35K+ industries.
  • Detects buyer intent and connects it with the rest of the lead’s customer journey online so you can recognize leads most likely to convert based on their level of intent.
  • AI-powered predictive analytics: The software can predict prospects to prioritize in advance.

Standout Feature: Dynamic Audience Building

6sense provides you with 80+ segmentation filters that let you define your ICP and identify the accounts that best fit it.

The platform combines proprietary data with your CRM data and the intent signals it picked up to create detailed account lists that enable you to prioritize high-value accounts.

The tool then adjusts account lists by moving accounts to different audience segments based on relevant real-time factors such as changes in their buying stage, annual revenue, and the keywords they are researching.

Pricing

6sense offers a free plan that provides access to 50 credits/month, Buyer Discovery features, access to contact and company data, alerts, and list management functionality with a Chrome extension.

To get more out of the platform, you’d need to be on one of their three paid tiers:

  • Team: Custom pricing, which gives you access to technographics, psychographics, access to Web, CRM, and SEP Apps, and the ability to add to CRM/SEP, and dashboards.
  • Growth: Custom pricing, which adds 6sense intent (keywords), 3rd party intent, corporate hierarchy, and the tool’s prioritization dashboards.
  • Enterprise: Custom pricing, which adds the platform’s predictive AI model, AI-recommended actions, and CRM & MAP activity.

Even though 6sense does not disclose its pricing on the website, I found 3rd-party data from Vendr that claims that the average 6sense contract value is $123,711 per year.

💡You can check out our comprehensive 6sense pricing guide, which covers the tool’s pricing structure in more detail and aims to answer whether the tool is worth the cost.

Pros & Cons

✅ Advertising capabilities that help you build targeting and retargeting campaigns based on buyer intent data.

✅ The platform has a vast data base consisting of 65M+ companies, 600M+ buyer profiles, and 35K+ industries.

✅ Dynamic audience building with 80+ segmentation filters.

❌ 6sense doesn’t identify individual accounts.

❌ The platform can get pricey, which is why some sales teams have been looking for 6sense alternatives.

#3: Demandbase

Best for: Identifying and targeting the right prospects with the right message to support ABM campaigns.

Similar to: Warmly, 6sense.

Demandbase is a sales intelligence platform built for ABM teams, which has a wide range of features designed for sales, marketing, and even advertising departments, similar to HockeyStack.

It’s a viable HockeyStack alternative for larger companies looking to retarget prospects at scale with relevant messages and provide leads with a personalized website experience.

Features

  • Account-based marketing orchestration: Your team can create customizable workflows aimed at specific accounts/audience segments.
  • Ad targeting options: You can display personalized ads to high-value accounts.
  • Real-time website personalization: Leverage buying intent and B2B data to provide each target account with a tailored web experience, including everything from messaging and images to offers and CTAs.

Standout Feature: Agentbase

Agentbase is Demandbase’s system of connected AI agents for total GTM alignment.

The AI agents work together and are powered by the same data, helping you deliver a better and faster pipeline.

Pricing

Demandbase does not include its pricing, so you’d have to contact their team to get a quote.

➡️ The only thing revealed on its website is that its pricing model includes a platform fee that covers all the essential services and a flat user fee that scales according to your needs.

Pros & Cons

✅ Targeted B2B advertising and retargeting.

✅ Full suite of ABM tools, including account insights, intent data, and personalized campaign orchestration.

✅ Sales insights that your team can use to prioritize accounts.

❌ The software has a steep learning curve, according to G2 reviews.

❌ Described as expensive when compared to other options on the market.

#4: Factors AI

Best for: Detailed marketing attribution.

Similar to: Attribution.

Factors AI is an AI-powered marketing analytics platform that empowers businesses to enhance their sales pipelines by capturing and analyzing cross-channel intent signals.

It’s a good HockeyStack alternative if you are looking to identify website visitors and track their engagement with your marketing efforts.

Features

  • Multi-touch attribution, including LinkedIn ad campaign attribution and retargeting, content attribution, and even offline event analytics, provides users with a complete picture of their marketing campaigns’ performance and directs them toward warm leads.
  • Funnel analysis that maps out the entire customer journey and lets you track how leads progress through the pipeline, identify touchpoints, and detect bottlenecks.
  • The platform also provides tools for segmenting, scoring, and analyzing high-intent accounts.

Standout Feature: LinkedIn Adpilot

Factors AI helps sales teams improve LinkedIn targeting and messaging with refined audiences, intent-based campaigns, automated optimizations, and measuring ROI.

Pricing 

Factors AI has a free forever plan that lets you identify up to 200 companies visiting your website per month.

It also provides customer journey timelines, starter GTM dashboards, up to 5 segments and 20 custom reports.

If you need access to more versatile features, there are three paid plans to choose from:

  1. Basic: $549/mo, which includes 5 seats, 3000 identified companies, advanced GTM dashboards, advanced website analytics, custom metrics and KPIs, and more.
  2. Growth: $1,299/mo, includes up to 10 seats, 8000 identified companies, LinkedIn attribution, ABM analytics, account scoring, etc.
  3. Enterprise: Custom pricing, up to 25 seats, custom number of identified companies, multi-touch attribution (campaigns, content, offline events & more), up to 15 alerts on Slack / MS Teams, etc.

Pros & Cons

✅ Automatic lead scoring and qualification.

✅ Robust integrations, unlike HockeyStack.

✅ Intuitive interface, according to customers of the tool.

❌ Issues with capturing and accurately identifying website leads, which is why some people have been looking for Factors AI alternatives.

❌ Multi-touch attribution is available only on its top pricing tier.

#5: Attribution

Best for: Tracking marketing metrics on a granular level from multiple sources.

Similar to: Factors AI.

Attribution is a marketing analytics platform that helps marketing teams track multi-touch attribution.

The platform is a viable alternative to HockeyStack for tracking spending, visitors on your website, revenue, CAC, and LTV.

Features

  • Traditional and custom attribution models: The platform offers multi-touch attribution that helps you track which channels are driving revenue for your brand.
  • Measure the revenue impact of affiliates and partnerships.
  • Built-in integrations with various tools, unlike HockeyStack, such as Segment and Stripe.

Standout Feature: Audit Funnels From Every Source

Attribution helps you track customer journeys from the first touchpoint to long-term retention with lifetime insights.

The way the platform does it is by tagging every visitor and connecting the dots for LTV: CAC analysis.

Pricing

Attribution does not disclose its pricing, so you’d have to book a demo.

Pros & Cons

✅ Comprehensive multi-touch attribution modeling for precise marketing analytics.

✅ Customizable dashboards and reports for detailed insights into marketing channels.

✅ Ability to evaluate ad spend based on various attribution models and time windows

❌ The initial data integration process may require technical coordination.

❌ Dashboard and data loading times can be slow, according to customers of the platform.

#6: Visitor Queue

Best for: Identifying website visitors and personalizing your website to them in real-time.

Similar to: Lusha, Warmly.

Visitor Queue is a website visitor identification tool that helps you tailor your website for specific leads and segments.

The tool is an interesting alternative to HockeyStack if you rely on your website design for conversions, making it ideal for teams looking to optimize their website for conversions based on visitor data.

Features

  • Customizable filters that you can use to create lead segments or exclude website visitors who don’t match your ICP from showing up in your dashboard.
  • Auto-Assignment: Automatically assign prospects who fall into a specific category to the sales rep in charge of managing them.
  • Send emails to warm leads directly from the platform.

Standout Feature: Personalize Your Website To Your Prospects

Visitor Queue helps you customize your website on an individual basis for your prospects that fall within your ICP, personalizing their view of your website.

For example, you can make it so your ICP sees only the most relevant case studies on your website.

Pricing

Visitor Queue offers as many as 11 pricing plans based on the number of unique companies captured per month:

▶️ 100 companies - $31/mo for unlimited users and websites (only available as an annual contract).

▶️ 300 companies - $89/mo.

▶️ 500 companies - $109/mo.

▶️ 1,000 companies - $189/mo.

▶️ 2,000 companies - $299/mo.

▶️ 5,000 companies - $469/mo.

▶️ 10,000 companies - $749/mo.

▶️ 15,000 companies - $989/mo.

▶️ 20,000 companies - $1,249/mo.

▶️ 30,000 companies - $1,799/mo.

▶️ 40,000 companies - $2,299/mo.

Pros & Cons

✅ Unlimited users and websites on each plan.

✅ Lets you deliver personalized content for leads on your website.

✅ Generally more affordable than other alternatives on the market.

❌ Limited visitor data with only basic contact details.

❌ There are integration issues, according to G2 reviews.

#7: UnifyGTM

Best for: Accessing multiple intent data sources and combining them with AI agents.

Similar to: Warmly, ZoomInfo.

UnifyGTM is a visitor identification platform that helps sales reps drive pipeline by giving them access to multiple intent data sources, AI, and automations.

The platform is a good alternative to HockeyStack for brands looking for an all-in-one solution for warm outbound.

Features

  • Get access to 10+ data sources to identify when prospects are ready to buy from you, featuring 1st and 3rd party signals.
  • Automated Plays that help you craft custom prospecting, enrichment, AI research, and sequencing workflows that run on autopilot for your sales team.
  • Multi-touch Sequences that let you reach buyers where they are by sending them personalized messages directly through UnifyGTM with managed deliverability.

Standout Feature: AI Agents

Your team can leverage UnifyGTM’s AI Agent to scale account research and personalized messaging on your website.

The platform uses artificial intelligence to scrape websites, Google and CRM data to engage with your prospects.

Pricing

UnifyGTM has a tiered subscription pricing as well as a credit-based system for using the platform’s features to reveal companies, phone numbers, and email addresses:

  • Growth: $700/month when billed annually, which gives you access to 30,000 credits, 2 Active Plays, 3 platform users, 1 email-sending user, and 5 Unify managed inboxes.
  • Pro: Custom pricing, which gives you access to 100,000 credits, unlimited Plays, 5 platform users, 2 email-sending users, and a white glove onboarding experience.
  • Enterprise: Custom pricing, which gives you access to 200,000 credits, 10 platform users, 5 email-sending users, and SSO.

You can purchase credits separately if you run out of credits in your existing paid plan.

UnifyGTM’s credit-based system charges you:

  • 0.1 credit for each revealed company per month.
  • 2 credits for each B2B email you reveal per month.
  • 4 credits for each mobile phone number you reveal per month.
  • 1 credit per B2B champion tracked per month.
  • 5 credits per new hire per month.

➡️ Check out our comprehensive UnifyGTM pricing guide to figure out if the tool is the right option for you.

Pros & Cons

✅ Get access to intent signals from 10+ sources, covering first-party and third-party data.

✅ Automated Plays and Sequences.

✅ AI Agents that engage with your readers in real-time.

❌ Limited visitor identification features, which is why some brands have been looking for UnifyGTM alternatives.

❌ The pricing model does not fit the budgets of smaller companies and start-ups, similar to HockeyStack.

#8: Marketo Measure

Best for: B2B marketers looking to optimize their marketing budget and measure campaign impact on revenue.

Similar to: Dreamdata.

Adobe Marketo Measure, previously Bizible, is an industry-leading B2B marketing attribution tool that enables marketers to measure the impact of campaigns, channels, and content on pipeline, revenue, and ROI. 

The platform is a viable alternative to HockeyStack as it provides complete B2B marketing attribution.

Features

  • Every-touch data aggregation: Aggregates and accounts for every trackable buyer touchpoint across marketing and sales, including first touch, closed/won, and online and offline interactions.
  • Advanced attribution modeling: Provides sophisticated modeling to determine which touchpoints matter most in long B2B buying cycles with multiple touchpoints.
  • Pre-built and custom modeling: Includes pre-built attribution models as well as the ability to create custom models.

Standout Feature: Attribution AI

Marketo Measure leverages AI to power its advanced attribution capabilities, helping you to separate signal from noise in complex B2B buying journeys and optimize its marketing mix at every stage.

Pricing

Adobe’s Marketo Measure does not disclose its pricing, so you’d have to contact them to get a personalized quote.

Pros & Cons

✅ Offers a wide range of capabilities for marketing automation, including advanced segmentation and campaign personalization.

✅ Unlike HockeyStack, the platform seamlessly integrates with other Adobe tools and CRMs like Salesforce, streamlining workflows.

✅ Marketo makes it easy to set up full campaigns and track their success.

❌ New users, especially those new to marketing automation, may find the platform daunting and time-consuming to learn.

❌ Reporting options could be improved, according to G2 reviews.

#9: Salespanel

Best for: Sales and marketing teams looking to put lead scoring on autopilot.

Similar to: Warmly.

Salespanel is a website visitor identification platform that identifies, tracks, and scores the high-intent prospects visiting your website.

The tool is a good alternative to HockeyStack for enterprises looking to run data-driven marketing strategies, account-based campaigns, and more.

Features

  • Real-time lead scoring and qualification: Leverage first-party intent data and your ICP attributes to score every lead identified on your website.
  • Comprehensive buyer intent data: You can collect and use first-party buyer intent data with minimal configuration.
  • Detailed analytics dashboards: Your team would be able to visualize lead generation metrics to detect bottlenecks, improve attribution, and understand what yields the best results.

Standout Feature: Deep Tracking

Salespanel lets you track website visitors by assigning each a unique ID (not cookies), similar to HockeyStack, providing enhanced customer journey tracking and cross-domain tracking.

Pricing

Salespanel offers three plans, two of which have the same starting price:

  • Salespanel Customer Data Platform: Starting at $99/mo, includes up to 10,000 monthly visitors with up to 10% deanonymized traffic. You’ll be charged $10/mo for every additional 1,000 visitors.
  • Salespanel Account Reveal: Starting at $99/mo, includes up to 2,000 monthly visitors with up to 60% deanonymized traffic. You’ll be charged $40/mo for every additional 1,000 visitors.
  • Custom Pricing: Custom traffic volume with up to 60% deanonymized traffic. Includes everything in Account Reveal plus advanced customization options.

➡️ The difference between the first two tiers lies in the number of website visitors you can identify and in essential features like Deep Tracking and real-time lead scoring, which are available only on the Account Reveal plan.

Pros & Cons

✅ Comprehensive analytics tools.

✅ Easy setup and user-friendly interface, unlike HockeyStack.

✅ Deep tracking functionality that prepares you for a cookie-less world.

❌ The costs can easily add up, given the caps and limitations in the essential packages.

❌ Annual billing only with no free plan.

#10: Dreamdata

Best for: Automatically collecting, modeling, and activating B2B GTM data so you can get a 360 view of every customer journey.

Similar to:

Dreamdata is a platform that automatically collects, models, and activates B2B go-to-market data. 

The platform offers a comprehensive suite of tools for marketers looking for a HockeyStack alternative to analyze customer journeys, measure performance, and optimize campaigns.

Features

  • Customer journey visualization: Access interactive customer journey timelines to reveal every detail behind every account.
  • Performance attribution: Analyze the revenue-generating performance of every channel, campaign, and content with data-driven attribution.
  • Buying signal identification: Use high-intent signals from various sources to prioritize Sales outreach and ABM towards sales-ready accounts.

Standout Feature: Single Source of Truth for Marketing Ops

Marketing Ops teams can benefit from Dreamdata’s single source of truth that doesn't require manual maintenance, with single-click integrations.

Pricing

Dreamdata offers a free plan for up to 5 seats that lets you get unlimited prospect reveal, B2B web analytics, and the ability to connect your CRM.

  • Team: From $999/month (billed annually), includes 2 years of user activity history, up to 10 seats, 30,000 monthly tracked users (MTUs), and 5 active syncs.
  • Business: From $2,499/month (billed annually), includes 3 years of user activity history, unlimited seats, 60,000 MTUs, and 10 active syncs.
  • Enterprise: Custom price. Includes 3 years of user activity history, unlimited seats, custom MTUs, and custom active syncs.

Pros & Cons

✅ Provides invaluable insights into the customer journey.

✅ Good integrations between channels, attribution, and CRM.

✅ Excellent at tying marketing efforts to actual revenue, according to G2 reviews.

❌ Audience syncing can be expensive, especially with detailed targeting.

❌ Onboarding assistance could be better, according to reviews.

Next Step: De-Anonymize Your Visitors & Reach Out To Them With Warmly

With HockeyStack and its alternatives, organizations will often have problems like issues with data accuracy, an expensive pricing model that’s gated behind a sales call, and a steep learning curve.

But what if we tell you there’s a solution that can minimize these drawbacks to a minimum while providing you with fast ROI (and an open pricing structure)?

Warmly (that’s us) gives you information about all the leads that come to your website and helps you nurture and convert them into paying customers.

When the data comes from your website, the possibility of it being wrong is comparatively less.

But Warmly is not a tool that just reveals anonymous website visitors or provides access to leads to go after, like some of the tools we went over.

Our revenue orchestration platform does much more:

  • You can identify potential buyers by tracking their interactions with your website and get insights into their interest level, allowing for timely and targeted outreach.
  • Access a wide range of accurate prospect contact details directly from the Coldly database, helping you reach out to the right people.
  • Simplify your meeting process with automatic meeting scheduling that removes the back-and-forth, ensuring a frictionless booking experience.
  • Engage website visitors in real-time with intelligent chat features designed to convert inbound traffic into meaningful leads.
  • Send leads to the right salesperson automatically and notify them via Slack if a high-intent lead is active on your website.
  • A Bombora integration that helps you proactively reach out to your warm leads and track who’s researching terms relevant to your product and brand, and get in front of them before your competitors do.
  • Automate the search for high-potential prospects using AI technology, ensuring your sales team focuses on the right opportunities.

You can sign up for Warmly’s free plan and find out how it can fill your pipeline with qualified leads (the setup takes a few minutes), or book a live demo to see it in action first.

Read More

  • ZoomInfo Review: Learn more about one of Warmly’s top competitors, ZoomInfo, and what functionality it offers.
  • Cognism Review: Check out our review of Cognism, which is a direct competitor of platforms like Clay and Apollo.
  • Leadfeeder Review: Learn more about Leadfeeder’s pricing structure, features, customer support, and data quality.
  • 6sense Review: Check out our review of 6sense, going over its features, data quality, and integrations.
  • Best B2B Data Providers: Find the optimal B2B data platform for your use case.
  • Best Lead Intelligence Software: Find the best platform for gaining critical insight into your leads.
  • Best Sales Intelligence Tools: Look beyond popular options like Apollo and Zoominfo to find the optimal solution for your use case.
  • AI Sales Agents: A list of the 10 best AI sales agents on the market in 2025 to help you save time and improve your sales process.
AI GTM: Top Use Cases, Software, & Examples

AI GTM: Top Use Cases, Software, & Examples

Time to read

Alan Zhao

What you are thinking right now is true – GTM teams have been leveraging the latest AI tools and strategies to level up their sales motion.

Sales, marketing, and GTM teams use AI to book more meetings, identify opportunities they did not know existed before and do what was thought impossible before – personalization at scale.

In this article, I’ll show you how GTM teams are using AI in 2025, going over the 10 most popular use cases I’ve seen work in the industry, as well as 5 examples of real companies getting real results.

But first, let’s start with the basics: 👇

How is AI being used in GTM in 2025?

Artificial intelligence is being used by GTM teams to save time and boost productivity by automating tasks (such as reaching out to prospects), personalizing outreach or the website altogether, and identifying revenue opportunities.

The technology enables businesses to make more data-driven decisions and helps you prioritize the leads and opportunities that matter – with targeted outreach and personalized experiences.

➡️ The way our GTM team has structured our sales workflow at Warmly is that we use AI for cold and lukewarm leads so our humans can focus on the ‘’hot’’ leads.

How is AI transforming GTM?

AI is revolutionizing GTM operations by introducing a concept that was believed to be fiction just a few years ago: automation and personalization at scale.

GTM teams can better optimize their resource allocation, such as enabling their human sales team to work on the high-intent leads, instead of spending hours on manual cold outreach.

What are the advantages of using AI in your GTM strategy?

The main benefits of using AI in your GTM strategy include:

  • Saving time from manual work so your GTM team would have done themselves, either way, such as researching prospects or preparing for calls.
  • Working non-stop for you, instead of 9-5, such as AI chatbots, which we will discuss later. This will allow you to capture the right timing as well.

  • Getting data-driven insights, such as internal information from your CRM, to predict lead behavior.
  • Saving money from having to hire more sales reps to reach out to more prospects or do more manual work.
  • Personalization at scale: AI technology enables personalized outreach and customer experiences (e.g., seeing a tailored version of your website) at scale.

Top 10 use cases of AI in GTM with the best tool for each

Now that we’ve got the fundamentals out of the window, I’d like to walk you through the top AI use cases for GTM teams that I’ve seen work best in the industry:

#1: Reach out to prospects who visit your website automatically

Your team can use AI-powered GTM software to reach out to your warm prospects who visit your website on autopilot.

Here’s a workflow that we have been working on with 11x’s AI sales agents to create:

Instead of your GTM team manually reaching out to prospects after identifying them with visitor identification software like Warmly, 11x’s AI SDR uses Warmly’s warm prospect data to prioritise contacts based on intent signals, such as:

  • Website activity (e.g., visited your pricing page).
  • Chatbot interactions.
  • Research intent.
  • Email engagement.
  • Recorded activity in your sales CRM.

And then automatically reach out to them on your behalf.

Here’s how the process looks with our partnership with 11x:

  • Warmly de-anonymizes your website visitors (both organizations and specific people within that company so the outreach can be more targeted).
  • Our software filters leads based on intent signals and any existing segmentation rules that you’ve set up in your account.
  • The prospects are then funnelled to the best-fit outreach path based on their intent.

➡️ We prefer using this workflow for the warm leads, not cold or hot leads.

Warm leads are showing some intent signals, but they are not ready to buy yet, which is why we prefer using 11x’s sales agents to do automatic LinkedIn and email outreach in high volumes.

This workflow can also be customized. You can use segments to narrow down your leads to people who’ve fulfilled specific intent signals.

For example, you can create an AI SDR campaign for leads who have researched your competitors or prospects who have already interacted with your website’s AI chat.

Our partnership with 11x does not aim to create a spammy AI sales agent that would just bombard your prospects with emails.

➡️ Our AI sales agent has built-in quality checks to ensure that every message you send out is effective, compliant, and aligned with your brand voice.

Your GTM team will be able to focus on nurturing high-priority leads by leaving the legwork to 11x’s AI SDRs.

Book a demo to find out more about this sales workflow that can book you meetings with qualified leads on autopilot using intent data.

#2: Set up an AI chat on your website to engage with visitors

Another AI use case for GTM teams is to set up an AI-powered sales chat that can engage with high-intent and target accounts visiting your website.

The good thing about these AI-powered chatbots is that you can customize (no-code) how you want them to interact and in what scenarios they should engage with visitors.

For example, Warmly’s AI chat for GTM teams can be customized to run:

  • For specific target audiences (e.g., company size <1,000).
  • With a condition, such as prospects being on the Pricing page.
  • The specific message you want it to start with, and then the routing rules.

The goal of the AI-powered sales chat is to answer commonly asked questions and to either try to book meetings or route to a human sales agent.

But our AI sales chat is not just another chatbot from the dozens of chatbots in the market that you hear about.

It can automatically scrape the website information of your accounts and combine that with metadata across your systems to construct personalized chat messages to your prospects.

#3: Go after leads that aren’t visiting your site but are showing research intent

One of my personal favourite AI use cases for GTM is its ability to automatically go after leads that aren’t visiting your site but are showing research intent.

Here’s how you can do that with Warmly’s Bombora integration:

1️⃣ Specify up to 10 research topics you want to target, such as product keywords, pain points, competitors, etc.

2️⃣ Filter by audience (ICP), such as sales directors, demand gen leaders, etc.

3️⃣ Based on your filters, Warmly finds your leads and pushes those leads to your CRM

4️⃣ Connect those segmented leads to LinkedIn Ad Retargeting Tools: Build 1:1 ads that target these leads showing interest (i.e., research intent).

This will help you max out your sales opportunities by targeting lukewarm leads who are shopping around for solutions like yours, but are not aware of your product.

➡️ We also like to combine that workflow with Warmly’s automatic email outreach.

Warmly makes it easy to get your product in front of people who are actively researching topics related to your brand. 

In 2025, it’s important to start warming up those leads and jump in with stronger messaging when they’re showing even warmer signals.

You can check out the LinkedIn post for this GTM workflow, where we showcased how to do that in video format.

#4: Get up to speed on opportunities with sales forecasting

AI-powered sales forecasting utilizes machine learning (ML) algorithms to analyze large sets of data to identify patterns and trends that can help your sales team predict future sales performance. 

Sales tools like Gong AI leverage a variety of signals to help your sales team predict which customers are likely to convert.

The way it works is that the platform uses 300+ unique signals within your CRM data and customer interactions to help you create accurate deal and sales forecasts.

These tools can also alert your GTM team when a deal is close to being lost and highlight potential causes to help your human sales team address them on time.

Gong also provides you with an AI-powered sales projection based on the probability of the leads closing, so you can keep track of your target for the quarter.

#5: Researching prospects before reaching out to them

Another AI use case for GTM teams is the ability to scale account research for your team so they can send relevant messages.

There are tools like UnifyGTM that have an AI sales agent, which can scrape your prospects’ websites, browse the Internet, and pull CRM data to help you learn more about your leads.

The sales tool automatically triggers research when a buyer or company meets specific criteria that your sales team has set.

It then goes on to scrape their website, search the web, and analyze data to learn more about the prospect.

The sales agent then combines contact, LinkedIn, and CRM data to help your team personalize the messaging to each prospect.

Alternatively, there are AI tools like Clay that research each prospect in-depth and then let you ask the AI agent questions about the prospects, such as whether they are hiring at the moment.

For example, something I’m always keen on knowing is whether my prospects are hiring at the moment, which signals to me that they have a budget to spend.

#6: Personalizing outreach

Another AI use case for GTM teams is personalizing your outreach, on either email or LinkedIn.

For example, a tool like 6sense combines its 6sense Signalverse data, 6AI, and your organization’s content library to automate and tailor email workflows at scale.

The software lets your GTM team personalize cold or warm emails being sent out with information, such as:

  • The lead’ company, industry, or job.
  • Insights from the prospect’s LinkedIn account.
  • Specific keywords that the tool has figured out that the prospect is interested in (e.g., visitor identification software).

6sense’s AI sales agent helps your GTM team generate and then sends emails that are personalized to your leads using the tool's out-of-the-box agent playbooks.

➡️ What stands out to me about 6sense is that it also improves your email deliverability by utilizing custom sending domains and contact validation rules.

#7: Send personalized video messages to your prospects

Seasoned GTM leaders know the effectiveness of video messages, especially when you’re trying to show your prospects how they can level up their game with your solution.

With the introduction of AI-powered tools like Vidyard, your GTM team can scale personalized video outreach to boost both productivity and reply rates from prospects.

Vidyard lets your GTM team create and send AI-generated video messages to leads even when they're not available to record in person.

The way it works is that your human team creates a custom AI Avatar by recording a 90-second training video or selecting from a library of stock Avatars.

The platform then generates a script, which can be written manually or created using Vidyard's AI-powered script generator.

The AI Avatar records the video, which can be personalized with your lead data.

Videos can then be created and shared with your prospects directly from browser extensions or integrated sales tools, such as Apollo, Salesloft, and Outreach.

#8: Personalize your website to your leads

AI is now capable of personalizing your prospect’s website experiences in real-time by displaying dynamic content and customized landing pages based on user behavior. 

This kind of personalization can improve user experience, increase time spent on-site, and generate more pipeline by making every visitor see a different version of your website.

The technology achieves this by analyzing your website visitors’ buying intent and engagement levels on your website, so every visitor sees content that aligns with their interests.

➡️ For GTM teams, this can mean dynamically adjusting case studies and offers to match industry-specific use cases.

A software I know that can do this is Demandbase, which leverages buying intent and B2B data to provide each target account with a tailored web experience, including messaging, images, offers and CTAs.

The platform provides you with a no-code landing page editor, where you can select how you want to customize your website.

#9: Generate landing pages for different B2B ICPs

One overlooked AI use case in 2025 for GTM teams is using AI to generate landing pages for different ICPs and product use cases.

Instead of constantly requesting developer resources for generating landing pages for the different target personas and use cases, you can speed up the process with a tool like Landingi.

Landingi offers an AI Landing Page builder that lets you design and optimize landing pages.

The platform enables GTM leaders to create professional landing pages without coding skills.

Landingi also has built-in analytics and A/B testing tools, which can track your visitors’ behavior and optimize the effectiveness of your ABM campaigns.

#10: Analyzing sales conversations

Lastly, your GTM team can leverage a tool like Fireflies to analyze sales conversations that your sales team was a part of.

Note-taking apps are usually utilized to take meeting notes and to come back to them with questions about how the meeting went.

I’ve noticed that they can also be used to:

  • Transcribe and summarize sales meetings across Zoom, Google Meet, and Teams.
  • Create notes that highlight key moments (e.g., pain points of your customers).
  • Generate meeting summaries with analysis on next steps, tasks, and questions asked by the leads.
  • Detect buyer sentiment, identify talk-to-listen ratio, recognize critical topics, and measure your sales team’s performance during sales conversations.

Fireflies AI also comes with an out-of-the-box analytics platform where your GTM team can see questions asked and get access to topic insights.

5 examples of companies (successfully) utilizing AI in their GTM campaigns

Here are examples of 5 GTM teams that successfully utilized AI to improve their bottom line and/or operations: 👇

#1: Kandji booked 2 qualified meetings in 8 minutes of setting up Warmly’s AI Chat

Kandji, a device management platform for Apple devices, decided to give Warmly’s AI chat a chance so it can detect ICP-fit visitors on their website and engage with them.

The AI Chat accurately identified prospects' companies and generated personalized messages, and then initiated conversations that led to meeting bookings.

Our system then notified their sales team on Slack when the prospects engaged with the AI chatbot so they could take over the conversation in real-time.

The results: Kandji started booking qualified sales meetings within 8 minutes of setting up our AI-powered sales chat for website visitors.

Here’s how the chat transcript looked before the human sales reps took over:

#2: Composing personalized emails at scale: Gong x Verse

Verse AI’s GTM team used Gong Engage to compose personalized emails at scale to improve sales velocity and shorten sales cycles.

Before using the platform, Verse was relying on tools that provided them with limited visibility into their sales pipeline and customer engagement.

Their GTM team leveraged Gong's insights to refine their content and campaigns, basing their strategies on accurate customer interaction data rather than intuition.

Results: After Verse decided to give Gong a chance, they achieved better alignment and collaboration among sales, marketing, and customer success teams.

The platform achieved a 76% increase in revenue from closed-won deals and experienced 25% greater forecast accuracy due to improved visibility into its pipeline and customer interactions.

#3: Prospect prioritization and engagement - Premikati x Warmly

Premikati was facing an issue that a lot of GTM teams can relate to: It was generating website traffic, but was not able to efficiently capture and nurture the prospects.

The company was struggling with accurate attribution, meaning its GTM team couldn’t figure out which of their efforts and strategies were driving value.

After Premikati deployed Warmly, they were able to tackle several issues at once:

  • Identify its website visitors, providing the GTM team with a rich pool of potential leads.
  • Automatically recognize the visitors most likely to convert based on on-site signals, like pages visited, and off-site signals, like research intent.
  • Orchestrate the entire outreach process using Warmly’s Orchestrator, which automatically adds leads with the highest scores in adequate sequences based on the criteria that Premikati’s team sets up.

Results: Premikati was able to maximize its ROI by building a steady pipeline of warm leads with Warmly’s AI-driven functionality.

The AI-powered prospector prevents quality leads from falling through the cracks simply because you didn’t have a sales rep on hand.

Try it yourself 👇or watch it in action. 



The company also utilized Warmly’s AI Chat, which allowed their team to auto-book meetings with qualified prospects.

Listen to the full interview here:

"If Warmly goes away, we quit." - Michael Buczynski, VP of Marketing at Premikati

#4: Inbound lead enrichment: OpenAI x Clay

OpenAI’s GTM team implemented Clay to scale their sales motion, particularly for inbound lead enrichment and sales team support.

Clay helped OpenAI, which needs no introduction, to more than double their enrichment coverage from a low 40% to a high 80%, enabling better lead scoring, routing, and response.

The AI giant used Clay's AI research agent to automate and scale custom GTM research, mimicking the process of their best sales representatives.

Clay's Salesforce package allowed OpenAI's GTM staff to perform on-demand data enrichment directly within their sales CRM to maintain consistent adoption across teams.

Results: Clay’s flexibility enabled OpenAI to rapidly iterate on enrichment strategies, support various use cases across different teams, and maintain a strong data foundation for growth.

#5: ZoomInfo x Seismic

Seismic, a sales enablement platform, was looking to enhance its GTM’s productivity and personalization efforts using AI.

The platform implemented ZoomInfo Copilot to leverage its AI-driven prospecting insights and integrated it into its existing tech stack.

Copilot's AI chatbot and access to ZoomInfo's data helped Seismic craft specific, personalized messages that led to quicker responses from prospects.

Results: Seismic's GTM team attributed 39% of active pipelines to opportunities identified or influenced by signals from ZoomInfo, and they also reported a 54% increase in productivity and saved 11.5 hours per week.

Next Steps: Set Up Powerful GTM Workflows Inside of Warmly

AI use in GTM, sales, and marketing isn’t just the future like it used to be a few years ago—it’s the present.

I believe that the GTM teams that will be thriving in the ABM 2.0 era would be the ones best using artificial intelligence to identify opportunities, engage leads while they are hot, and answer questions as they arise.

The organizations shown above have already proven that AI-powered strategies lead to higher engagement, better lead conversions, and return on investment.

With Warmly, you can automate lead identification, engagement, and outreach, ensuring no high-value prospect falls through the cracks.

From intent-based lead scoring that helps prioritize the most promising accounts to automated personalized outreach and AI-powered chatbots that engage visitors in real-time, Warmly equips your Go-To-Market team with AI capabilities to streamline operations and maximize ROI.

If you’re looking for a revenue orchestration platform that offers:

  • A way to instantly engage with your highest intent prospects with Warmly’s AI chat.
  • A platform that works in real-time and can automatically notify the right salesperson as soon as an ICP lead shows buying intent, so they can act immediately.
  • The ability to create a human-to-human connection with any high-intent web visitor through video chat right on your site.
  • A free email and LinkedIn database that comes with a <1% bounce rate.
  • A Bombora integration that lets you proactively reach out to your warm leads and track who’s researching terms relevant to your product and brand, and get in front of them before your competitors do.

Then you can sign up for Warmly’s free plan or book a demo today and see how Warmly can transform your sales workflows with AI. 

Read More

AI in B2B Marketing: How To Use It? [2025]

AI in B2B Marketing: How To Use It? [2025]

Time to read

Alan Zhao

It’s true – marketers worldwide are using AI to save time, be more efficient, and generate leads for their businesses.

In this article, I’ll go over how you can leverage AI in B2B marketing in 2025, going over the top use cases and 5 examples of B2B companies who successfully utilized the technology to their benefit.

How is AI being used in B2B marketing?

AI is being used in B2B marketing to personalize campaigns, automate content generation and optimisation, improve ad targeting, and automate social media management – to name a few.

More and more marketing teams have started investing in artificial intelligence. According to HubSpot’s State of AI, 62% of business leaders mention that their company has already invested in AI and automation tools for their workers to use.

These AI marketing tools can be used to generate content (e.g., articles, emails, and social media posts) as well as to set up an AI-powered chatbot to engage with high-intent prospects.

How is AI transforming B2B marketing in 2025?

AI is transforming B2B marketing by automating repetitive tasks, providing deeper insights into campaign performance and customer behavior, and enabling marketers like us to make data-driven decisions.

Additionally, AI is revolutionizing the digital marketing landscape by enabling hyper-personalization at scale – something that was considered fiction a decade ago.

I’ve noticed that, over the past few years, AI has evolved from a niche technology that only a few people talked about (and could afford) to a fundamental part of digital marketing transformation that is getting more affordable by the day.

AI is slowly becoming the core of digital marketing transformation, powering advanced tools like AI-driven content generators, predictive customer segmentation, and hyper-personalized ad campaigns.

Brands of all sizes (I’ve prepared some examples for you later) have started using AI-powered B2B marketing tools for a wide range of use cases, such as enhancing customer journeys, predicting purchasing behavior, and fine-tuning their messaging for maximum impact.

What are the benefits of using AI for B2B marketing?

Integrating AI into your B2B marketing workflows isn’t just about keeping up with trends and what your competitors are doing – it’s about getting things faster than your competition and standing out from the clutter.

Here are the biggest advantages of using AI in B2B marketing:

  • Hyper-personalization: AI is capable of analyzing real-time behavior, past interactions, and preferences to deliver highly targeted content on scale on your website or during advertising campaigns.
  • Working 24/7: Some of AI’s use cases, such as AI chatbots, can work for you while you’re away to help you generate leads, answer questions and capture contact information.
  • Time-savings: The technology can take over time-demanding tasks, such as content creation, customer segmentation, and campaign optimization, so your team can focus on creativity and strategy. 

According to HubSpot’s 75% of marketers mention that AI has helped them save time on manual tasks.

  • Anticipating customer needs before they arise: You can take your B2B marketing from reactive to proactive. Instead of reacting to trends after they happen, AI can help you analyze patterns in customer behavior to predict which leads are likely to convert or when a customer might churn.
  • Brainstorm, write, and refine copy at scale: AI tools can help brainstorm, write, and refine content at scale, whether it’s ad copy, blog posts, product descriptions, or video scripts.
  • Eliminating the trial and error phase: Instead of manually A/B testing campaigns over weeks or months, AI can run thousands of variations simultaneously, instantly identifying what works best.

Top 8 use cases of AI in B2B marketing

Now that we've got the definitions and benefits right, it’s time to walk you through the 8 best use cases of AI that I’ve seen work best in B2B marketing:

1. Setting Up Hyper-Personalized Campaigns

My #1 use case of AI in B2B marketing is its ability to create hyper-personalized automated workflows that:

  • Let you identify leads most likely to convert.
  • And then include them in outreach sequences perfectly personalized to their intent levels, personal data, preferred communication channels, etc.

For example, marketing automation tools like Warmly (that’s us) help you to put your whole outreach on autopilot (in both LinkedIn and email), leveraging sophisticated AI and website traffic tracking capabilities.

Warmly identifies your website visitors, providing your team with a 360-degree view of potential leads.

The platform then recognizes which website visitors are most likely to convert right now based on on-site and off-site intent signals (visits to high-intent pages on your website, research intent, job change, etc.) and your ICP criteria.

And this is where Warmly’s AI-driven marketing Orchestrator steps in: an AI-powered functionality for marketing and sales teams that adds high-value leads to automated email or LinkedIn outreach workflows.

Here’s how it works:

Step #1: Define the trigger.

This is the action that sets the Orchestrator’s sequence in motion. This could be any action that indicates high intent based on your specific criteria, such as:

  • Landing on your pricing page.
  • Engaging with the chatbot.
  • Lead matching your ICP profile landing on your website, etc.

Step #2: Filter the companies and individuals you want the Orchestrator to target.

Have the Orchestrator focus only on leads who are a good fit for your product by setting filters matching your ICP criteria, such as industry and geographic location, job roles, seniority, and more.

Step #3: Decide on the number of prospects you want to be added from each account and the campaign running frequency.

You don’t want to come across as too aggressive, so it’s essential to limit the number of stakeholders you reach out to within a single company and space out your outreach over time.

Step #4: Specify the outreach sequence you want them added to.

Warmly’s Orchestrator engages leads through personalized emails or LinkedIn messages and connection requests. Its AI model adapts messaging based on buyer intent, preferences, and past interactions, increasing open rates, engagement, and conversions at every stage.

This capability improves time-to-lead, while marketing and sales teams can take over the prospects that respond and provide a personalized experience.

Try it yourself 👇or watch it in action. 



2. AI-Powered Chatbots

AI chatbots are capable of providing instant, 24/7 customer support on your website to answer questions from your existing customers and prospects.

This can help you guide prospects through their buying journey and help them decide if your product is the right fit for their needs.

Unlike traditional chatbots that follow pre-determined scripts, AI-powered bots in B2B learn from interactions and adapt responses to improve accuracy and relevance in the long term.

More advanced virtual AI chatbots, such as Warmly’s AI Chat, can integrate with your CRM to pull in customer data to deliver more context-aware and personalized conversations.

Warmly’s AI Chat is one such chatbot powered by sophisticated conversational AI that can be trained and customized from top to bottom thanks to its advanced ML algorithms.

Similar to the Orchestrator, AI Chat also automates lead engagement and qualification, but in a different way.

The AI Chat engages leads while they’re still on your website by:

  • Asking qualifying questions (“What brings you here?”, “What can I help you with?”).
  • Providing personalized, contextual answers to leads’ inquiries.
  • Offering relevant collateral.
  • Booking meetings, etc.

➡️ The Orchestrator/AI combo provides you with an omnipresent B2B marketer that streamlines every part of the outreach process, ensuring that each high-value lead is properly engaged and nurtured.

You can also provide custom rules for when it should interact and for what kind of accounts, such as industry size and revenue.

3. AI-Driven Website Personalization

AI is capable of personalizing website experiences in real-time, displaying dynamic content and customized landing pages (I’ll cover that one in more detail later) based on user behavior. 

The technology achieves this by analyzing browsing history, intent, and engagement levels on your website so every visitor sees the content that aligns with their interests the most.

➡️ For B2B brands, this involves dynamically adjusting case studies and blog recommendations to match industry-specific needs. 

This kind of super-advanced personalization can significantly improve user experience, increase time spent on-site, and generate more leads by making every prospect see a different version of your website.

A software that can do this is Demandbase, which leverages buying intent and B2B data to provide each target account with a personalized web experience, including messaging, images, offers and CTAs.

4. Content Creation

An article about AI in B2B marketing would not be complete without mentioning that it can be used to create content.

AI tools for marketing, such as ChatGPT and Copy AI, are capable of generating and humanizing blog posts, social media captions, ad copy, and email content in seconds. 

The way it works is that the tools leverage natural language processing to create content that’s not only grammatically correct but also contextually relevant, engaging, and SEO-optimized.

B2B marketers can generate educational as well as revenue-driven article content to boost organic traffic and generate more leads.

Moreover, these generative AI tools can assist with content ideation by analyzing trends, audience preferences, and competitor activity to suggest high-performing topics. 

➡️ Human oversight would still be needed to refine tone, brand voice, and originality to make sure that the content is both unique and on-brand.

5. Predictive Analytics To Identify Higher-Quality Prospects

B2B marketing teams can leverage AI’s predictive analytics to forecast customer behavior, segment audiences, and refine advertising targeting on platforms like LinkedIn Ads.

The way it works is that AI analyzes historical customer data, engagement patterns, and market trends in your industry to forecast future behaviors so you can determine the best times, channels, and content for reaching potential customers.

For example, AI-powered predictive analytics can analyze vast amounts of data to assign scores to potential leads, prioritizing those most likely to convert. 

This process involves:

  • Evaluating past interactions, customer behaviors, and other variables.
  • Assigning lead scores based on the analysis.
  • Helping your sales teams focus on higher-value leads.

There are AI tools like Salesforce’s Einstein that can analyze website visits, content interactions, and social media engagement to create a comprehensive score for each prospect. 

6. Social Media Management (& Social Monitoring)

B2B marketers can use AI-powered tools like Sprout Social, Hootsuite, and Lately to take the guesswork out of content scheduling, engagement tracking, and trend analysis. 

The beauty of these tools is that they help you analyze audience behavior and then recommend the optimal times to post.

AI can also help you with idea generation, content generation (as we mentioned earlier), analyzing past performance, and brand voice. 

Some tools can even auto-generate social media captions, hashtags, or transform blog posts into bite-sized social content optimized for different platforms.

What else stood out to me when I was doing my research on the topic was the AI tools’ sentiment analysis: These tools can help you monitor social media mentions and analyze the sentiment behind customer conversations. 

For example, if your B2B brand is receiving negative feedback, alerts will notify your marketing team in real-time so they can respond proactively and protect your brand’s reputation.

7. Optimizing your content for SEO

One of my favourite AI use cases in B2B marketing is its ability to recommend changes that you can make to your article content to rank it better on Google.

There are tools like SurferSEO that offer content audit capabilities, which analyze your website content by connecting to Google Search Console and extracting valuable metrics such as CTR, position, and traffic.

The tool uses artificial intelligence to evaluate your content against top-ranking pages to find opportunities for improvement.

The platform will suggest the best opportunities that will positively impact your article content, such as improving your title tags and adding more long-tail keywords.

Surfer also offers an Auto-Optimize functionality that can automatically optimize and update your content. 

The tool will then continue to monitor its performance and provide you with daily updates on it.

8. Generate landing pages for different B2B ICPs

Last but not least, B2B marketing teams can use AI to generate landing pages for different ICPs and product use cases.

Instead of constantly requesting developer resources for generating different landing pages, you can speed up the process with AI tools like Landingi.

Landingi offers an AI Landing Page builder that helps you design and optimize landing pages.

The tool enables users to create professional landing pages without coding skills.

Landingi also has built-in analytics and A/B testing tools, which can track visitors’ behavior and optimize the effectiveness of the campaigns.

5 examples of B2B companies using AI to transform their operations

All of the previously mentioned use cases of AI in B2B marketing sound good in theory, but are they moving the needle for organizations?

Here are 5 examples of real companies using AI to transform their marketing operations:

1. Lead Prioritization and Engagement - Premikati x Warmly

Premikati had the story of a lot of B2B companies today: It was generating website traffic, but was not able to efficiently capture and nurture the leads.

When they came to us, the company was struggling with accurate marketing attribution, meaning its B2B marketing team couldn’t figure out which of their efforts and strategies yielded the best results.

Premikati then deployed Warmly, which helped them tackle several issues at once:

  • The brand was able to identify its website visitors, providing the marketing team with a rich pool of potential leads.
  • Warmly helped them to automatically recognize the visitors most likely to convert based on on-site signals, like pages visited, and off-site signals, like research intent.
  • Our platform then let them orchestrate the entire outreach process using the Orchestrator, which automatically added leads with the highest scores in adequate sequences based on the criteria that Premikati’s team set up.

As a result, the brand was able to maximize its marketing ROI by building a steady pipeline of warm leads with Warmly’s AI-driven functionality.

The company also utilized Warmly’s AI Chat, which allowed their marketing team to auto-book meetings with qualified prospects.

Listen to the full interview here:

"If Warmly goes away, we quit." - Michael Buczynski, VP of Marketing at Premikati

2. Social Media Management - Plaid x Sprout Social

Plaid, a FinTech company that provides various payment and compliance solutions, was having issues with establishing its brand presence on social media.

This is why Plaid tuned to SproutSocial – a social media marketing solution that leverages AI to efficiently automate social media management from top to bottom – to boost its LinkedIn growth.

Plaid leveraged various AI-driven functionality, including:

  • Scheduling posts to be published at times optimal for engagement.
  • Automated responding to comments in a contextual and personalized way.
  • Social listening to gauge its audience’s sentiment and uncover trends.
  • Granular analytics to figure out which posts are performing the best.

Results: Plaid experienced an amazing +62,000 YoY increase in followers, with a 73% YoY rise in engagement rate per impression.

3. Data Insights & Alignment: Smartsheet x ZoomInfo

Smartsheet, a project management solution, partnered with ZoomInfo to leverage its data and insights for audience segmentation and personalized marketing.

The platform became Smartsheet’s ‘’one source of truth’’ for account and contact data, providing detailed information for better personalization and relevance in their B2B marketing campaigns.

By leveraging ZoomInfo’s data solutions, Smartsheet was able to maintain a sharp focus and keep its efforts tightly aligned with its customers’ needs.

Results: Smartsheet saw a 40% increase in form fills using ZoomInfo's FormComplete. This resulted in an 84% increase in Marketing Qualified Leads (MQLs) sent to sales, a 26% increase in opportunity rate, and a 59% increase in win rate on their highest-volume demo form.

4. AI-Powered Chatbot - Kandji x Warmly

I believe that chatbots are one of the best ways to ensure that high-value website leads will be engaged whenever they land on your website (or crucial parts of your site, such as the pricing page).

Kandji, a leading Apple device management platform, was well aware of the need for a 24/7 available marketer and salesperson on their site, as they regularly generated a lot of traffic.

The company implemented Warmly, with a particular focus on its AI Chat functionality, training the AI model to maintain its brand tone of voice while answering questions, booking meetings, and engaging potential leads.

Thanks to the combination of AI Chat and Warmly’s Alerts that notified Kandji’s team whenever a high-intent lead engaged with the chatbot, the marketing team was able to book two qualified meetings in just 8 minutes of setting up the chatbot. 🤯

5. Integrating sales intelligence with ABM: 6sense x ExtensisHR

ExtensisHR was facing challenges with outdated data, poor lead quality, and disconnected systems, making it difficult to identify the right contacts and measure their marketing team’s impact.

By implementing 6sense’s software, ExtensisHR integrated sales intelligence with their ABM efforts, which helped them enable list enrichment and more personalized customer interactions.

6sense allowed ExtensisHR to automate and refine its MQL criteria, create detailed segments, and provide personalized website experiences through integrations with Mutiny and Drift.

Results: ExtensisHR achieved a 25% increase in marketing-sourced pipeline and closed 23 marketing-influenced deals in 2023.

Next Steps: Set Up Powerful B2B Marketing Workflows Inside of Warmly

AI use in B2B marketing isn’t just the future like it used to be a few years ago—it’s the present.

The brands shown above have already proven that AI-driven strategies lead to higher engagement, better lead conversions, and return on investment.

Now, it’s your turn to put these use cases and insights into action.

With Warmly, you can automate lead identification, engagement, and outreach, ensuring no high-value prospect falls through the cracks. 

From intent-based lead scoring that helps prioritize the most promising accounts to automated personalized outreach and AI-powered chatbots that engage visitors in real-time, Warmly equips your marketing team with cutting-edge AI tools to streamline operations and maximize ROI.

If you’re looking for a revenue orchestration platform that offers:

  • A way to instantly engage with your highest intent leads with Warmly’s AI chat.
  • A platform that works in real-time and can automatically notify the right salesperson as soon as an ICP lead shows buying intent, so they can act immediately.
  • The ability to create a human-to-human connection with any high-intent web visitor through video chat right on your site.
  • The ability to send leads to the right salesperson automatically and notify them via Slack with a high-intent lead is active on your website.
  • A free email and LinkedIn database that comes with a <1% bounce rate.
  • A Bombora integration that lets you proactively reach out to your warm leads and track who’s researching terms relevant to your product and brand, and get in front of them before your competitors do.

Then you can sign up for Warmly’s free plan or book a demo today and see how Warmly can transform your marketing workflows with AI. 

Read More

  • ZoomInfo Review: Learn more about one of Warmly’s top competitors, ZoomInfo, and what functionality it offers.
  • Cognism Review: Check out our review of Cognism, which is a direct competitor of platforms like Clay and Apollo.
  • Leadfeeder Review: Learn more about Leadfeeder’s pricing structure, features, customer support, and data quality.
  • 6sense Review: Check out our review of 6sense, going over its features, data quality, and integrations.
  • Best B2B Data Providers: Find the optimal B2B data platform for your use case.
  • Best Lead Intelligence Software: Find the best platform for gaining critical insight into your leads.
  • Best GTM Tools: Optimize your GTM strategy with some of the best GTM software on the market today.
  • Best Sales Intelligence Tools: Look beyond popular options like Apollo and ZoomInfo to find the optimal solution for your use case.
AI Marketing Agents: Use Cases and Top Tools for 2025

AI Marketing Agents: Use Cases and Top Tools for 2025

Time to read

Alan Zhao

AI marketing agents are quickly becoming the secret weapon behind some of the smartest campaigns out there. 

When it comes to marketing agents, we're not just talking about tools that help.

We’re talking about AI that acts - analyzing data, building strategies, generating content, and making decisions in real time.

If that sounds futuristic, well… it kind of is. But the wild part? It’s already happening. 

Teams everywhere - from scrappy start-ups to enterprise giants - are starting to rely on AI agents to handle tasks that used to eat up hours. 

The kind of work that used to take a full team, such as automated campaign creation, real-time audience segmentation, and instant performance insights, is now being handled by intelligent, always-on digital assistants.

In this article, I’ll walk you through what AI marketing agents actually do, the most powerful ways they’re being used, and which tools are leading the charge. 

Let’s begin!

What Are AI Marketing Agents?

AI marketing agents are intelligent, task-oriented digital assistants powered by AI, designed to perform specific marketing functions autonomously or semi-autonomously. 

Unlike traditional marketing tools that require constant manual input, these agents can take action, make decisions, and even adapt their behavior based on real-time data and feedback.

Think of them as mini marketers built with code. 

They can write email sequences, A/B test landing pages, launch and optimize ad campaigns, track user behavior, and personalize customer experiences across channels. 

Some are designed for one specific job (like optimizing subject lines), while others operate as full-blown strategists, capable of managing entire workflows with minimal oversight.

What sets AI marketing agents apart from traditional marketing tools is their ability to learn and improve over time. 

They’re built on machine learning, large language models, and other smart tech, so they’re not just following a script. They’re constantly evolving based on what works and what doesn’t.

Today, they’ve already become more than just an isolated experiment. They’re mainstream. Marketing teams everywhere are treating them as an extension of their workforce.

How Are AI Marketing Agents Revolutionizing Marketing in 2025?

In 2025, AI marketing agents aren’t just helping marketers work faster. They’re actually changing the very nature of marketing.

We’re seeing a shift from reactive marketing to proactive, always-on engagement. 

AI agents can detect patterns, predict outcomes, and respond in real time - something no human team could do at scale. 

They enable hyper-personalization without burning out your content team. They reduce the guesswork in campaign planning. And they’re making it possible for smaller teams to compete with the big players.

From generating data-driven insights in seconds to running personalized ad campaigns across multiple platforms simultaneously, these agents are giving marketers superpowers. 

They’re freeing up human brains for strategy, creativity, and connection - the stuff that really moves the needle.

What Are the Different Types of AI Marketing Agents?

AI marketing agents come in different shapes and specialties. Here are a few of the most common types:

  • Content generation agents - These tools write blogs, ad copy, emails, social posts, and more. Some can even match brand voice and tone on the fly.
  • Email marketing agents - Think AI that manages your list, crafts personalized emails, optimizes subject lines, and analyzes open and click-through rates—all without constant oversight.
  • Ad optimization agents - These handle everything from bidding strategy to A/B testing creatives, using real-time performance data to boost ROI.
  • SEO agents - Tools that research keywords, optimize content, track rankings, and suggest on-page improvements automatically.
  • Analytics & insights agents - These turn raw data into meaningful insights, surfacing what’s working, what’s not, and what to do next.
  • Chat & customer support agents - AI-powered chatbots that go beyond scripted responses, delivering helpful, natural-sounding interactions across touchpoints.

Some platforms even offer multi-agent systems - basically a team of AI agents working together across tasks, communicating and sharing data to make smarter decisions as a unit.

Now that we have that covered, let’s look at the most common use cases for AI marketing agents today.

Top 9 Use Cases of AI Marketing Agents

AI marketing agents are being used across nearly every area of modern marketing, but some use cases really stand out in terms of impact, efficiency, and scalability. 

Let’s break down some of the most powerful applications today - the ones teams of all sizes are actively benefiting from.

1. AI Agents for Conversational Marketing & Customer Support 

Customer support used to mean live agents and long wait times. 

Now, AI marketing agents are powering conversational experiences that feel instant, human, and helpful, whether it's through chatbots, email responses, or voice interactions.

These agents can answer product questions, recommend solutions, upsell based on user history, and even troubleshoot basic issues 24/7. 

They’re not replacing your support team but enhancing it, handling the repetitive stuff so your human agents can focus on high-impact conversations.

These chatbots are even more handy when it comes to marketing.

Namely, for marketers, this is a goldmine. 

Every interaction is an opportunity to engage, delight, or convert. 

With AI agents integrated into your website, CRM, and messaging tools, you can turn support into a proactive channel that drives loyalty and sales.

Take Warmly’s AI Chat, for instance.

This chatbot agent is powered by an advanced NLP AI model that can be trained to perfectly fit your brand voice, business objectives, and its designated purpose.

You can train it on your relevant data to make sure it will maintain a consistent tone of voice while tackling a wide range of tasks, such as:

  • Engaging high-intent leads (e.g., leads that visit your pricing page and stay there more than 10s).
  • Qualifying leads by asking qualificatory questions (e.g., “What brings you here?”).
  • Offering relevant collaterals (e.g., a whitepaper on the impact of AI tools on marketing to leads who have visited the feature page of an AI-powered tool).
  • Answering their queries regarding pricing, features, or other relevant matters.
  • Booking meetings.
  • Looping in human SDRs when necessary.

Because it is powered by sophisticated AI, Warmly’s AI Chat can handle a much broader spectrum of actions than regular chatbots while ensuring that each lead interaction is contextual, relevant, and personalized.

The result?

Higher engagement, more booked meetings, and more closed deals.

2. AI Agents for Customer Journey Orchestration

This is where things start to feel like magic. 

AI agents can now orchestrate entire customer journeys - from the first touchpoint to post-sale engagement - automatically adapting to individual behavior at every step. 

It's like having a hyper-attentive and intelligent conductor directing each customer’s unique path through your funnel.

For example, if someone interacts with your website or engages with your content on LinkedIn, the agent might follow up with a retargeted email or LinkedIn DM.

Moreover, the agent personalizes each touchpoint based on every lead’s unique data and preferences, ensuring that the messaging will resonate with them.

Warmly and 11x’s AI SDR agents do exactly that.

These AI agents pick up the high-intent leads Warmly detects on your website and add them to hyper-personalized outreach campaigns via SMS, email, or LinkedIn.

They leverage the intent and B2B data Warmly has on each lead to personalize every message, going far beyond the usual first names and company names.

Instead, AI SDRs use more nuanced information, such as leads’ interactions with your website, research of competitors’ websites, etc., to craft compelling and engaging messaging.

This right here is next-level marketing automation. 

Rather than rigid funnels, you get fluid, intelligent experiences that guide leads forward based on real-time behavior. 

It’s a huge win for both marketers and customers - less friction, more value, higher open and response rates, and more qualified meetings.

3. AI Agents for Content Creation

One of the most popular and practical uses of AI marketing agents is content creation. 

These agents can research, draft, and optimize content across formats, including blog posts, newsletters, social captions, product descriptions, and more. 

They save marketers a massive amount of time while helping brands maintain a consistent voice and publishing rhythm.

But they’re not just spitting out generic text. 

Today’s content agents understand tone, structure, and audience intent. 

You can ask one to write a persuasive product intro for Gen Z buyers, and it will tailor the message accordingly. 

Some can even perform SEO research, integrating relevant keywords and optimizing content for search rankings without requiring input from multiple tools.

What makes this use case especially game-changing is how it shifts content from a bottleneck to a growth lever. 

Small teams no longer need to outsource or delay publishing schedules. 

AI agents can produce first drafts in literal minutes, freeing up human writers to refine, strategize, and focus on higher-level storytelling.

4. AI Agents for Campaign Personalization

Honestly speaking, real personalization at scale used to be a dream. 

Now, with AI marketing agents, it’s the default. 

These agents can segment audiences in real time, customize messaging based on user behavior, and adapt campaigns as customer data evolves. 

It’s like having a personal marketer for every contact in your database.

Warmly’s Orchestrator functions on that principle.

It monitors your website for high-intent leads that match your ICP criteria and includes them in tailored email and LinkedIn campaigns.

Let’s say someone visits your pricing page twice but doesn’t sign up. 

Warmly’s Orchestrator agent can recognize this intent and trigger a personalized email with a special offer, a case study, or an icebreaker message without you lifting a finger.

Learn how the Orchestrator helped a LinkedIn marketing agency, Straightin, get $10,000 in revenue in just 2 weeks.

It’s not just automated. It’s contextual and relevant, increasing the likelihood of conversion.

The beauty of this use case is in the blend of automation and intelligence. 

We’re moving beyond static drip sequences toward dynamic journeys that adapt to each user. 

That’s a massive leap forward for customer experience, and it's why companies using AI for personalization are seeing higher engagement and retention.

5. AI Agents for Ad Campaign Management

Running paid campaigns across Google, Meta, LinkedIn, and TikTok? 

That’s a full-time job unless you’ve got an AI ad agent doing the heavy lifting. 

These agents can create ad copy, select visuals, test variations, optimize bidding strategies, and monitor performance in real time.

Rather than reacting to ad fatigue or overspending days later, AI agents spot trends and pivot fast. 

They might pause underperforming ads automatically or shift budget toward top-performing creatives, all while keeping costs in check and ROI on the rise. 

Some even suggest new campaign angles based on historical performance and competitor data.

This use case is especially powerful for performance marketers juggling multiple platforms. 

AI agents act like your 24/7 campaign managers, always learning and optimizing. That means more wins, fewer wasted dollars, and a lot less stress.

6. AI Agents for Email Marketing Automation

Email has been around forever, but with AI agents running the show, it feels brand new. 

These agents don’t just schedule blasts; they tailor content, adjust send times, craft subject lines, and segment lists based on behavior, engagement, and lifecycle stage.

Imagine having an agent that knows exactly when to send a re-engagement email to a dormant lead or one that notices someone clicked your demo link but didn’t book, then follows up with a persuasive nudge. 

AI makes this kind of logic-driven engagement effortless and consistent.

What makes this use case stand out is its compounding effect. 

As agents collect more data over time, they get better at timing, tone, and targeting. 

That leads to higher open rates, more clicks, and better conversions. 

For marketers who rely on email to nurture leads or onboard customers, this is a no-brainer upgrade.

7. AI Agents for SEO Optimization

SEO is one of those marketing pillars that demands a million little tasks, such as keyword research, on-page optimization, internal linking, meta descriptions, content updates… the list goes on. 

AI SEO agents streamline all of it. They can audit your site, surface ranking opportunities, suggest improvements, and even generate optimized content based on search intent.

Some go even further by automatically analyzing your competitors, identifying keyword gaps, and recommending backlink strategies. 

The best ones even integrate with your CMS to push updates directly, turning what used to be a painstaking process into a near hands-free experience.

The real power here? These agents never stop. 

SEO isn't something you do once and walk away from—it’s ongoing. AI agents monitor fluctuations in rankings, adapt to algorithm updates, and fine-tune your marketing strategy in real time. 

That’s a level of consistency and speed that’s hard to match without a dedicated (and expensive) SEO team.

8. AI Agents for Social Media Management

Managing social media can feel like shouting into the void, and keeping up with trends, platforms, and algorithms is a job in itself. 

AI social agents help take back control. They can create post variations, suggest hashtags, schedule content at optimal times, and analyze performance across multiple channels.

But they’re more than just schedulers and auto-content generators. 

Many are now trained on specific tones and voices, so they can write on-brand captions and adapt messaging based on the platform (e.g., casual on TikTok, polished on LinkedIn). 

Some even monitor comments and DMs, surfacing the most important ones for human follow-up or responding instantly with helpful info.

This use case is especially great for lean teams that don’t have a dedicated social strategist. 

With the right AI agent, you can stay active, relevant, and responsive without burning hours every week. 

Plus, it gives you real-time insights into what your audience actually cares about.

9. AI Agents for Lead Scoring and Qualification

Your pipeline is only as good as your leads. And AI agents can now qualify, score, and prioritize them better than most humans. 

These agents analyze behavioral data, firmographics, engagement history, and more to determine which leads are sales-ready and which need nurturing.

No more wasting time chasing cold leads. 

AI agents can flag high-intent prospects the moment they hit key triggers like visiting your pricing page, downloading a whitepaper, or opening multiple emails in a short time. 

They can also automatically assign leads to the right rep or segment, keeping your CRM squeaky clean and action-ready.

The best part? 

These agents aren’t just rule-based - they’re predictive. 

Over time, they learn what behaviors typically lead to a sale and get sharper at spotting them early. 

That means your sales team spends more time closing and less time guessing.

The 4 Best AI Marketing Agents on the Market in 2025

There’s no shortage of AI marketing tools out there, but not all of them function like true agents. 

The ones below don’t just give you data or spit out content - they take action, make decisions, and deliver results. 

So, let’s look at the four best AI marketing agents in 2025, each serving a unique use case.

1. Warmly – For AI-Powered B2B Lead Qualification & Customer Journey Orchestration

Warmly acts as your outbound SDR but smarter and faster. 

It identifies high-intent website visitors, qualifies them using detailed B2B and intent data, and instantly personalizes outreach - via email, LinkedIn, or AI Chat. 

It’s ideal for B2B teams looking to scale personalized sales outreach without scaling headcount.

In addition to its website traffic deanonymization,  AI-driven chatbot, SDR agents, and the Orchestrator, Warmly also offers:

Pricing

Warmly offers a free forever plan that allows you to reveal up to 500 monthly visitors, set up ICP filters to quickly identify high-quality leads, and automate basic lead routing.

If you need more, there are three tiers to choose from:

  1. Data Only: Starts at $499/mo when billed monthly or $4,000 when billed annually, lets you identify up to 5,000 monthly visitors, first-party intent signals, alerts, and access to Warmly’s B2B prospecting database.
  2. Business: Starts at $19,000/year for up to 10,000 visitors or $45,000/year for up to 75,000 visitors, everything in Data Only, plus third and second-party signals, sales orchestration, AI Chat, and lead routing.
  3. Enterprise: Custom pricing, custom number of visitors, everything in Business, plus custom signals and warm calling.

2. Jasper – For AI-Driven Content Creation

Jasper is your go-to AI agent for content production at scale. 

Whether you’re creating blog posts, product descriptions, or email copy, Jasper can generate on-brand content fast. 

Its workflows and brand voice memory make it perfect for marketers who want consistent messaging across multiple formats and channels.

Its key features include:

  • Brand Voice - Jasper lets you lock in your brand’s tone, style, and messaging guidelines so every piece of content it generates stays on-brand. 
  • SEO & Performance Mode - Integrated with tools like Surfer SEO and Grammarly, Jasper helps you create content that ranks and reads well. Its “Performance Mode” offers real-time suggestions to improve clarity, tone, SEO score, and conversion potential as you write.
  • AI image generation - Jasper includes options for creating compelling visuals to go with your content.

Pricing

Jasper.ai has 3 pricing plans:

  1. Creator: $49 month/seat (1 user only).
  2. Pro: $69 month/seat (up to 5 users).
  3. Business: Custom pricing.

Its Creator and Pro plans have 7-day trials, so you can try them on for size before subscribing.

3. Mutiny – For Website Personalization & CRO

Mutiny is a conversion-focused AI agent that personalizes your website content based on visitor segments. 

It automatically adjusts headlines, CTAs, and messaging depending on industry, size, or funnel stage. 

It’s perfect for SaaS and B2B companies trying to boost conversion rates without hand-coding every variation.

Some of its best features include:

  • No-code website personalization - Mutiny allows marketers to personalize website content (e.g., headlines, CTAs, and copy) based on firmographics, behavior, or campaign source for different visitor segments without touching code. 
  • Dynamic audience segmentation - Mutiny can identify who’s visiting your site and automatically group them into actionable segments like enterprise prospects, returning visitors, or high-intent leads. 
  • A/B testing & predictive analytics - Mutiny’s A/B testing engine lets you experiment with different variations and then uses AI-powered insights to predict which version will drive better results. 

Pricing

Mutiny doesn’t disclose prices.

You’ll have to book a demo or contact its team to get more details.

4. AdCreative.ai – For Automated Ad Creative Generation

AdCreative.ai is built for performance marketers who want high-converting ads without creative burnout. 

The AI generates ready-to-launch ad creatives and copy for Google, Meta, and other platforms, then refines them based on campaign performance. 

It’s a great choice for agencies or teams managing multiple paid campaigns.

Its key features are:

  • Generates ads at scale - AdCreative.ai automatically produces high-converting ad visuals and copy for platforms like Google, Facebook, Instagram, and LinkedIn. Just input your product or campaign details, and the AI generates dozens of ready-to-launch ad variations in minutes—great for testing at scale without designer delays.
  • Performance-based scoring system - Each creative comes with a predictive performance score powered by AI, so you can prioritize the versions most likely to convert. 
  • Seamless integrations with ad platforms & CRMs - AdCreative.ai connects with tools like Google Ads, Meta Ads Manager, Zapier, and HubSpot, allowing you to push creatives directly to your campaigns or workflows. 

Pricing

AdCreative.ai has four pricing plans:

  1. Starter: Starting at $39 and going up to $189 depending on the number of ad downloads you want, includes 2 users and 1 brand, in addition to access to all the platform’s AI features.
  2. Professional: Starting at $249/mo and going up to $499/mo, includes 20 users, 3 brands, and access to Pro feature toolkit.
  3. Ultimate: Starting at $599/mo and going up to $1099/mo, includes 50 users and 10 brands.
  4. Enterprise: Custom pricing, has custom limits and advanced security features.

Next Steps: Automatically Engage with High-Intent Prospects on Your Website with Warmly’s AI Agents

By now, it’s clear that AI marketing agents aren’t just helpful assistants.

They’re proactive, intelligent operators that are reshaping how modern teams work, tackling everything from content creation and ad management to email automation and customer journey orchestration.

And when it comes to putting this power to work right now, Warmly is the tool that stands out. 

Its AI agents and chatbots are built to identify, qualify, and engage high-intent leads the moment they land on your site, keeping your pipeline moving while letting your team focus on closing deals.

So, if you’re ready to let your website work smarter - as your next ideal customer might already be there - you’ve got two easy next steps:

  1. Book a demo to see exactly how Warmly’s AI agents work in your flow, or
  2. Sign up for its free plan to start capturing high-value leads today with no strings attached.

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AI in Sales and Marketing: How to Get More Sales?

AI in Sales and Marketing: How to Get More Sales?

Time to read

Alan Zhao

In this guide, I’ll go over the 9 best ways to use AI, as well as the 5 best AI tools for sales and marketing that some of the biggest brands use today.

How is AI being used in sales and marketing in 2025?

AI is used in sales and marketing to automate tasks, customise customer messaging, analyse data to better understand customers, identify valuable leads, and more. 

With the help of artificial intelligence, both sales and marketing teams can benefit from the automation of tasks like research or outreach.

Also, AI can help you predict lead behavior on social media channels or what kind of content your prospects are engaging with on your website.

What are the benefits of using AI in your sales and marketing strategy?

Some of the main benefits of using AI for sales and marketing include its ability to analyze data and save time from doing manual tasks, such as researching prospects.

Here is what sales and marketing teams can achieve with AI:

  • Automating labor-intensive tasks which your teams would have had to spend time doing on their own, whereas now, they can work on more critical issues. 
  • Saves you money instead of hiring more employees and spending time training them.
  • Scalability, which can lead to reaching out to more prospects.
  • Analyzing data like internal information from your CRM to predict lead behavior.
  • Personalizing content or outreach by analyzing data, such as first-party data from website visitors.
  • Generating content like social media posts, blog posts, and even marketing campaigns.

9 ways that AI can be used in sales and marketing in 2025

Here are the 9 best use cases of AI for sales and marketing that you can use based on what I have seen work best in the industry:

#1: Automate sending emails to high-intent visitors who visited your website

Warmly (that’s us) offers an Auto Email feature, which is a powerful tool for automated prospecting.

The AI SDR handles the whole process by sending personalized emails to prospects based on their activity and intent signals.

This tool provides your team with a scalable solution to increase their prospecting efforts. There is no need to expand your team because AI can automate hundreds of sequences daily.

By automating the initial outreach and follow-up, your sales team can focus on more critical issues at hand.

Warmly’s automated email sending function ensures continuous outreach to highly-intent prospects and contacts them.

The automation will engage with your target accounts on your sales team’s behalf.

➡️ Your sales team is also capable of customizing how they want the emails to be sent and to whom they should be sent.

#2: Automatically reach out to prospects 

Your sales team can automate the outreach to your business’s warmest prospects.

Thanks to the partnership with 11x’s sales agents, Warmly developed a workflow that uses data to identify leads and prioritize them based on intent signals.

Some of these signals include:

  • Interactions with chatbot: Conversations with initiated interest.
  • Engagement on websites: Visits to critical pages.
  • Research behavior: Downloading resources or viewing case studies.

11x’s AI SDR automatically initiates target client outreach. 

This ensures timely engagement with leads who are already showing signs of interest and increases the potential for conversation.

Warmly’s sales agent has built-in quality check functions that will ensure the efficiency of every message you send and the level to which it aligns with the brand voice.

You can book a demo with Warmly’s sales team to learn more about the sales workflow that would book meetings for you using intent data.

#3: Lead prioritization

Another way to use AI in marketing and sales is to prioritize leads and score them based on their potential to become your clients.

For example, Warmly’s lead prioritization considers several points when prioritizing leads:

  • How do they fit into your ICP?
  • Which topics are they searching for?
  • Their buying intent and what they are looking for.
  • Which pages on your website do they actively look at?

Warmly will provide your sales team with information on prioritized potential clients, including their intent signals and search trends.

#4: Researching

AI can also be used for research purposes, which will help you scale account research for your sales team so they can easily send customized messages to each lead.

You can use a tool like UnifyGTM, which has an AI sales agent for scraping the potential clients’ websites and what they browse on the internet.

The tool can also pull CRM data to help you learn more about your prospects.

The way this agent works is that it triggers research when it notices that a company or individual meets the criteria that your sales team has set.

Afterward, the agent scans their website and searches the web for data from which to learn more about your prospects.

A tool like Clay is also a suitable tool to use for this kind of task. 

The platform researches the potential leads and allows you to ask questions about the potential clients. 

#5: Building prospect lists

Your sales team can leverage AI by asking it to build targeted prospect lists based on your ICP.

I would recommend using an AI tool for sales prospecting, like Happysales, that can build highly targeted lead lists for your specific preferences.

The tool would do so by accessing proprietary data sources with its machine learning algorithm, ensuring that the prospect at hand is a good fit for your ICP and, if they are worth further looking into.

#6: Content optimization (for SEO)

Another use case of AI in marketing and sales is its ability to recommend changes that you can make to your content to rank it better on Google.

For example, SurferSEO offers a content audit, which analyzes your website content by connecting to Google Search Console, where it can extract valuable metrics such as CTR, position, and traffic.

The tool uses AI to evaluate your content against top-ranking pages and finds opportunities for improvement. 

The software will suggest the best opportunities that will positively impact your article content, such as better optimizing your content for natural language processing (NLP).

Surfer also offers an Auto-Optimize feature that can automatically optimize and update your content. 

After it has initially improved your content, it will continue to monitor its performance and provide you with daily updates on it.

➡️ SurferSEO also gives you the ability to edit your work directly in the platform, accessing a range of different tools to improve your copy.

#7: Set up an AI chatbot to interact with ICP-fit prospects on your website

Warmly AI chat is a sales chatbot which engages with high-intent accounts visiting your website on behalf of your sales team.

It creates a feeling as if interacting with a real person because of its contextual awareness capabilities. 

The AI chat provides prospects with personalized messages based on the pages that they’re visiting on your website.

What’s more, you can provide custom instructions for when it should interact and for what kind of accounts, such as industry size and revenue.

#8: Optimize advertising spending

You can optimize your advertising spending by using a tool like AdScale’s AI Optimizer that uses historical data, prediction models, and marketing trends.

You can define a specific advertising goal and target return on ad spend, and then AI automatically optimizes budget and bids to meet the objectives.

The tool works well with Meta and Google by using AI algorithms to predict campaign behavior and adjust budgets in real-time.

AdScale then optimizes bids based on historical performance and trends. 

In the end, the platform provides you with actionable recommendations for your campaigns, such as removing certain interests to reach more potential customers.

#9: Generate landing pages

You can use AI to design and optimize landing pages using a tool like Landingi’s AI Landing Page builder.

The tool is allowing users to create professional landing pages without previous coding know-how with its no-code platform.

Landingi also provides built-in analytics and A/B testing tools, which can track visitors’ behavior and optimize the effectiveness of the campaigns.

The tool offers automated translations and can integrate with more than 170 marketing tools.

5 best AI tools for sales and marketing teams

Here are some of the best AI tools for sales and marketing on the market in 2025:

#1: Warmly

Warmly offers the best AI tool for sales and marketing teams looking to automatically engage with high-value accounts in 2025.

Our platform provides you with the most accurate, real-time, person-level de-anonymization data and signal tracking to help you identify your warmest leads and reach out to them immediately.

I believe that the actual golden opportunities lie in intent data—the ability of your systems to tell you when prospects are interested in your company and why.‎

Our signal-based revenue orchestration platform enables sales, marketing, and GTM teams to:

  • Capture buyer interest in real-time.
  • Gain quality insights into prospective customers, allowing reps to tailor their strategies accordingly.
  • Engage them while they’re still hot and successfully convert them.

It’s the best option for companies looking to combine intent and action data to drive sales.

Let’s take a look at Warmly’s features that make it the best AI tool for sales and marketing teams on the market: ⤵️

Feature #1: Automate sending emails

Warmly automates email sending that improve deliverability and inbox placement. 

By using this function of the platform, you can benefit from increasing open and click rates, as well as avoiding spam folders.

Warmly acts as an AI-powered sales assistant that can help you identify high-intent accounts and trigger personalized email sequences based on intent signals.

Feature #2: AI SDR Agent 

Warmly can tell you which customers visit your website and deliver you a list of the most promising prospects.

The platform can also pair 11x’s AI agents to create a personalized sales assistant. This agent will improve and automate your initial conversations with prospects.

Your sales and marketing team will have the ability to send personalized emails with the help of 11x’s AI and Warmly’s data.

Feature #3: Personalized AI Chat

Warmly’s personalized chatbot will reach out to prospects whenever they have a question or simply initiate a conversation with them.

The chatbot will also scrape the website information of your account to construct personalized chat messages.

What is more, with the “Infinity Mode”, prospects can automatically book meetings.

Pricing

Warmly offers a free forever plan that allows you to identify up to 500 companies and individuals visiting your website per month.

In addition to that, you can set up ICP filters to quickly identify high-quality leads and automate basic lead routing.

There are three paid tiers to choose from to access the AI sales agent:

  1. Data Only: Starts at $333/mo when billed annually or $499/month when billed monthly, and includes unlimited seats, 5,000 monthly visitors revealed, first-party intent signals, alerts, and access to Warmly’s prospecting database.
  2. Business: Starts at $19,000/year for up to 10,000 visitors or $45,000/year for up to 75,000 visitors, which includes second-party signals, sales orchestration, and lead routing.
  3. Enterprise: Custom pricing, which lets you identify a custom number of visitors, includes everything in Business, plus custom signals and warm calling.

#2: Breeze Intelligence 

You can save time on researching prospects by using HubSpot’s Breeze Prospecting Agent, which identifies potential customers for you within your CRM based on your ideal customer persona.

The agent then researches each company to find out if they are the right kind of prospect for your preferences. 

After that, the gathered information is used to write a personalized email and automatically send it to the chosen prospects. 

Breeze Prospecting Agent will look for signals of intent and interest, and then personalize emails to prospects.

You can look at our in-depth Breeze Intelligence review to learn more about the tool and its features..

Pricing

Apart from paying for HubSpot’s subscription tier, you will be able to use Breeze Intelligence with a credit-based system.

➡️ The pricing of the credits will depend on your HubSpot subscription tier.

For example, if you are on the Starter plan of HubSpot, you’ll have to pay around $50/month for 100 Breeze Intelligence credits.

As for customers on the most expensive plans, they’ll be charged $30/month for 100 credits.

In the context of credits, 1 credit equals 1 enriched CRM record inside HubSpot. 

#3: Bluebird

Bluebird’s AI sales agent is an AI sales prospecting tool that helps you scale your outbound efforts.

The agent’s goal is to research and engage with the best leads, allowing your sales team to focus on more critical tasks.

Bluebird’s agent analyzes 7+ million accounts to give insights about their firmographics and technographics. 

The platform automates buyer circle contact data from 15+ data vendors and prioritizes accounts by combining signals from public data sources.

Pricing

Bluebird doesn’t publicly disclose its pricing plans, so you will have to contact their team to book a demo and learn more about their pricing.

#4: Clay

With the help of Clay’s AI Research Agent, you will be able to automate the process of gathering information on your prospects.

By using this AI agent, you will further eliminate manual research so your sales team can focus on more critical issues.

Clay’s Research Agent answers questions about potential clients and gathers all the necessary information about them.

What is more, the agent can enrich the company and people's data by searching for it from various sources on the Internet.

Pricing

Clay offers a forever freemium plan, which includes 100 monthly search credits and limited access to some features.

If you are looking for more advanced features, Clay offers 4 paid plans:

  • Starter: Starting at $134/month when billed annually. Includes 24,000 credits per year and access to phone number enrichment.
  • Explorer: Starting at $314/month when billed annually. Includes 120,000 credits per year and email sequencing integrations.
  • Pro: Starting at $720/month when billed annually. Includes 600,000 credits per year and access to CRM integrations.
  • Enterprise: Custom pricing for a custom number of credits per year and AI prompting support.

#5: UnifyGTM

To scale research on your business’s potential clients, your sales and marketing team can benefit from UnifyGTM’s AI Agent to scale account research and personalize messages to them.

The agent scrapes information from the Internet and helps you learn more about your prospects.

The platform gives you full visibility into the AI research by double-checking the prospect's information and real-time activation based on the buyer’s triggers.

Pricing

UnifyGTM’s pricing offers a credit-based system of pricing with 3 paid tiers for unlocking more advanced features:

  • Growth: Starting at $700/month when billed annually. Includes access to 30,000 credits and 5 Unify-managed inboxes.
  • Pro: Custom pricing. Includes 100,000 credits and a white glove onboarding experience.
  • Enterprise: Custom pricing. Includes 200,000 credits and SSO.

Next Steps: Set Up Powerful AI Sales & Marketing Workflows Inside of Warmly

The best marketing and sales teams will be the ones who can utilize AI to save time and better engage leads with more personalized and targeted outreach.

To help sales and marketing teams prosper in the new ABM 2.0 era, Warmly offers:

  • A strategic partnership with 11x that combines their AI sales agent technology with Warmly’s data-led warm lead strategy to revolutionize your entire sales motion.
  • AI Chat can converse with your website’s visitors based on pre-determined criteria and either book meetings for you or route to your human sales team.
  • Automate the search for high-potential prospects using AI technology, ensuring your sales team focuses on the right opportunities.

By signing up to Warmly, your sales team will also get access to:

  • The ability to identify potential buyers by tracking their interactions with your website and getting insights into their interest level.
  • A wide range of accurate prospect contact details directly from the Coldly database, helping you reach out to the right people.
  • Simplify your meeting process with automatic meeting scheduling that removes the back-and-forth, ensuring a frictionless booking experience.
  • A Bombora integration that helps you proactively reach out to your warm leads, track who’s researching terms relevant to your product and brand, and get in front of them before your competitors do.

You can sign up for Warmly’s free plan and find out how it can fill your pipeline with qualified leads (the setup takes a few minutes), or book a live demo to see it in action first.

AI Email Marketing: How To Use It In 2025?

AI Email Marketing: How To Use It In 2025?

Time to read

Alan Zhao

As someone who’s been in the lead generation and outreach software space for quite some time, I’ve seen firsthand how AI can transform email campaigns - from smarter segmentation to hyper-personalized content that actually gets clicks. 

And let me tell you, the days of blasting generic emails and hoping for the best are long gone.

In this guide, I’ll walk you through how to use AI email marketing effectively, including the best practices to follow and real-world examples that prove AI is more than just a buzzword.

The best part?

Whether you want to automate workflows, boost engagement, or optimize send times down to the second, AI can do the heavy lifting for all these use cases and more.

Ready? Let’s dive in!

How Is AI Being Used In Email Marketing In 2025?

AI is being used in email marketing in various ways, making all kinds of email-related operations faster and smarter than ever before. 

It’s fair to say that AI has become the backbone of high-performing email campaigns, with more than 50% of marketers believing that AI-driven email marketing outperforms traditional tactics.

There are several reasons why AI has turned into a must-have for email marketing.

First, AI-driven personalization has levelled up. 

And I’m not just talking about adding a first name to the subject line. 

AI now analyzes customer behavior, predicts preferences, and delivers hyper-relevant content tailored to each recipient. Think of it as having a personal email assistant for every subscriber.

Then, there’s AI-powered segmentation. 

Forget about broad audience groups—AI clusters your email list into micro-segments based on browsing habits, past purchases, and even predicted intent. 

That means higher open rates, more engagement, and, ultimately, more revenue.

AI also takes the guesswork out of email copy - traditionally the most challenging part of crafting engaging email campaigns. 

Advanced natural language processing (NLP) tools generate compelling subject lines and email bodies, A/B test variations in real-time, and even tweak the tone of your message to match audience sentiment. 

The result? Emails that feel more human, convert better, and require way less manual effort.

Then, of course, when talking about AI, we cannot forget automation, as AI-powered workflows go beyond simple autoresponders. 

Now, your email campaigns can be triggered dynamically based on user interactions, ensuring that the right message hits the inbox at the perfect moment. Abandoned cart reminders, personalized upsell offers, re-engagement emails - AI makes it all seamless and ridiculously effective.

Finally, AI is optimizing send times like never before. 

Instead of relying on general best practices, AI predicts when each recipient is most likely to open and engage with an email. 

No more one-size-fits-all send times, as AI provides you with precision timing that drives actual results.

What are the benefits of using AI in email marketing?

Here are some of the most notable advantages of using AI in email marketing:

  • Hyper-personalization at scale - AI analyzes customer data to craft highly personalized email content, ensuring each recipient gets messages tailored to their interests, behaviors, and purchase history. This leads to stronger engagement and higher conversion rates.
  • Smarter audience segmentation - Instead of broad, manual segmentation, AI automatically groups subscribers into micro-segments based on real-time behaviors, demographics, and predicted intent. This means more relevant messaging and better campaign performance.
  • Optimized subject lines and content - AI-powered tools generate, test, and refine subject lines, email copy, and CTAs based on what resonates best with your audience. As a result, you’ll get a significant increase in open and click-through rates.
  • Enhancing automated email workflows - AI enables advanced automation, triggering emails at precisely the right moments based on user actions, such as product interest or inactivity, allowing you to keep leads warm and customers engaged without constant manual effort.
  • Predictive send time optimization - AI determines the best time to send emails for each subscriber, increasing the chances of your message landing at the top of their inbox when they’re most likely to engage. 
  • Improved deliverability and reduced spam rates - AI monitors email performance and adjusts sending patterns, content, and frequency to avoid spam filters and maintain high deliverability. This ensures your emails actually reach the inbox instead of getting lost in the void.
  • Advanced performance insights - AI continuously tracks and analyzes campaign performance, providing actionable insights on what’s working and what’s not. This allows you to refine your strategy in real-time and maximize ROI.
  • Less time spent on manual tasks - With AI handling segmentation, content optimization, and marketing automation, marketers can focus more on strategy and creativity rather than repetitive tasks. 

10 Use Cases of AI in Email Marketing

Although AI can be implemented in email marketing in various ways, some use cases yield better results than others.

Here, we’ll get a closer look at the most successful and impactful AI use cases in email marketing to give you inspiration for your own use.

1. Automated Personalized Email Sequences

There are two key reasons why cold email campaigns don’t really work:

  1. Most of them are not aimed toward the right audience - While including leads who fit your ICP in email cadences is a solid starting point, the fact is that many of those might simply not be interested in your product right now. This means that a good part of your email marketing efforts will be wasted on accounts that were never a match to begin with.
  2. Not enough personalization - Although many outreach tools included some personalization options even before the rise of AI, the fact is that most of these options were not that sophisticated, as they pretty much boiled down to including your lead’s first name and job role. This “generic” personalization can be pretty off-putting to both B2B and B2C leads.

AI-driven platforms like Warmly transformed the entire outreach process for the better, enabling you to create detailed workflows that engage hot, high-intent leads.

Here’s how Warmly does it:

Step #1: The platform identifies your website visitors, including both companies and individual stakeholders.

Step #2: It analyzes their on-site behavior and third-party intent signals (like their LinkedIn activity and topics they're researching).

Step #3: Based on those insights and your ICP criteria, Warmly identifies the leads most likely to convert right now.

Step #4: Its AI-driven Orchestrator feature takes it from there, adding those leads to automated email sequences you can customize (sending frequency, number of leads you want to include from a single company, etc.). Think of the Orchestrator as a 24/7 present SDR that does all the heavy lifting for you.

Step #5: The Orchestrator uses the granular insights Warmly revealed on each lead to craft hyper-personalized emails that cut through the noise, going far beyond just first names and job roles.

For example, you can mention the exact page the lead was on, the solutions they researched on the web, the form they didn’t fill out completely, etc. With AI, customization options are virtually endless.

Psst… You can give Warmly’s AI-powered auto-email feature a go here.

2. AI-Generated Subject Lines and Copywriting

The success of an email campaign often hinges on the subject line and message quality.

AI copywriting tools, powered by natural language processing (NLP), can analyze past email performance, audience sentiment, and engagement trends to craft compelling subject lines and body copy that are more likely to resonate. 

Some AI tools even generate multiple variations and A/B test them in real-time, automatically selecting the best-performing version. 

The result? Higher open rates, better click-through rates, and less time spent brainstorming copy.

3. Predictive Email Send Time Optimization

Not all subscribers check their inboxes at the same time, and sending emails at the wrong moment can mean getting lost in the noise. 

AI leverages machine learning to analyze past engagement data and predict the optimal time to send emails to each subscriber. 

Instead of sending at a standard "best practice" time (e.g., Tuesday at 10 AM), AI ensures your emails land in inboxes when each recipient is most likely to open and engage. 

This level of precision increases open rates and improves overall campaign performance.

4. Advanced Audience Segmentation

Traditional segmentation relies on marketers manually sorting email lists based on demographics, purchase history, or engagement levels. 

AI takes this a step further by continuously analyzing subscriber behavior, detecting patterns, and creating micro-segments that evolve over time. 

For example, instead of a broad category like "frequent buyers," AI might create segments like "customers who purchase every 45 days and respond well to discount codes" or "new subscribers who have browsed product pages but haven’t made a purchase yet." 

This allows for far more targeted messaging that drives results.

5. Hyper-Personalized Product Recommendations

AI enables hyper-personalized email marketing by tracking user interactions, browsing history, and purchase behavior to send highly relevant product recommendations.

Imagine a subscriber visits your website and views a product but doesn’t buy it. 

AI can trigger an email featuring that product, along with related recommendations, customer reviews, or even a limited-time discount. 

This strategy mirrors what platforms like Amazon have mastered—keeping potential buyers engaged and nudging them toward a purchase without feeling intrusive.

6. Abandoned Cart Recovery Campaigns

Cart abandonment is a major challenge for e-commerce and SaaS businesses alike. AI-driven abandoned cart emails go beyond simple reminders. 

They use behavioral data to personalize messages based on why the customer might have left. If price sensitivity is a factor, AI can include a discount. 

If the customer viewed similar products, AI can suggest alternatives. If urgency works better, the email might mention that the stock is running low. 

These dynamic, intelligent follow-ups significantly increase cart recovery rates.

7. Dynamic Content Adaptation

One-size-fits-all email content no longer works. 

AI-powered email marketing platforms can customize emails in real time based on individual user attributes. 

For example, a single email campaign can display different product recommendations, images, or call-to-action buttons depending on the recipient’s past behavior, location, or even time zone. 

A user in New York might receive an email featuring winter jackets, while someone in Miami sees swimwear - all from the same email. 

This level of personalization enhances engagement and drives conversions.

8. Re-Engagement and Win-Back Campaigns

Not all subscribers stay active, and customer churn is inevitable. 

AI helps re-engage dormant subscribers by analyzing inactivity patterns and delivering targeted win-back campaigns. 

Instead of sending a generic "We miss you" email, AI can determine whether a subscriber responds better to discounts, product recommendations, or exclusive content. 

If someone hasn't opened an email in months but previously engaged with educational content, AI might send a high-value blog post rather than a promotional email, increasing the likelihood of re-engagement.

9. AI-Powered Email Performance Analysis

AI doesn’t just optimize emails before they’re sent—it continuously monitors and analyzes campaign performance. 

AI can provide actionable insights in real-time by tracking metrics like open rates, click-through rates, and conversions. 

For example, if engagement starts dropping, AI can suggest changes to subject lines, email frequency, and content tone. 

Some platforms even offer automated recommendations, ensuring email strategies stay optimized without requiring constant manual analysis.

10. Spam Score Prediction and Deliverability Optimization

Email deliverability is a major challenge - if your emails land in spam, they’re as good as useless. 

AI helps predict whether an email is likely to trigger spam filters and suggests adjustments before sending. 

It can tweak subject lines, remove spammy words, and optimize email formatting to improve inbox placement. 

AI also monitors sender reputation and adjusts sending strategies to avoid blacklists, ensuring your emails actually reach your audience.

5 Successful Examples of Companies Using AI For Email Marketing

And now, let’s explore some businesses that have already implemented AI in their email marketing strategies and break down the results they got.

1. Automated Email Campaigns - StraightIn x Warmly

StraightIn is a LinkedIn marketing agency that was looking to enhance its demand generation but struggled with creating targeted campaigns because it had no visibility into potential high-value leads.

StraightIn then started using Warmly to gain a better understanding of who their prospective customers are.

Warmly helped them identify website visitors and detect the ones showing the highest levels of intent. 

At the same time, the Orchestrator feature allowed StraightIn’s team to reach out to lead segments that demonstrate the highest intent with hyper-personalized emails.

The result of this targeted campaign was $10,000 in revenue in just two weeks, as StraightIn’s team was able to reach its most engaged leads from the start instead of wasting time on cold leads.

$10K Revenue in 2 Weeks With Warmly’s AI Prospector - Tom Watson, Head of Demand Generation, StraightIn

2. Personalized Recommendations - Ulta Beauty x Movable Ink 

Ulta Beauty, one of the United States’ top beauty retailers, was looking for a way to provide its potential and existing customers with a more advanced level of personalization in its email campaigns than ever before.

However, doing that manually would be too massive of a task, given its customer and prospect base.

This is why Ulta Beauty teamed up with Movable Ink to create dynamic, automated email campaigns that deliver unique and engaging messaging.

Movable Ink leveraged various factors to create optimized email campaigns, such as previous purchases, recent behavior, time of day, and recently browsed items, to provide each email recipient with a fully personalized offer bound to resonate with them.

This approach resulted in a 34.1% increase in total conversion rates and a 317% increase in click-through rates.

3. Improved Deliverability - Vivino x Twilio

Vivino is an e-commerce brand specializing in selling and recommending wine.

As such, it relied primarily on email to grow its customer base, upsell products, and drive customer loyalty.

However, as Vivino’s email campaigns scaled, its team started facing various deliverability issues and turned to Twilio SendGrid for help.

Twilio combines the power of AI with human experts to deliver excellence, ensuring every email reaches its recipient and maintaining Vivino’s domain quality.

This helped the startup scale effortlessly, experiencing higher open and click-through rates.

4. Crafting Personalized Email Copy - Hypernova x Smartwriter

Hypernova is a cold email lead generation agency that provides its clients with top-to-bottom email campaign management and optimization.

As such, it needed help to create personalized and engaging email content on scale.

Its team opted for Smartwriter, an AI-powered email copy generation tool, which allowed them to generate perfectly tailored content for all their clients’ leads in seconds.

Using Smartwriter not only helped speed up the entire email writing process but also doubled Hypernova’s reply rates, resulting in higher client retention and revenue. 

5. Optimizing Email Send Time - HEMA x Selligent

HEMA, a Dutch variety retailer, was looking to optimize sending times for its promotional emails and newsletters, as it realized that sending them at random times wasn’t yielding any real results.

That's when HEMA implemented Send Time Optimization in Selligent, using A/B testing with a control group as a benchmark. 

Immediately, the combination of customer data from Universal Profiles and AI-driven timing began delivering noticeable results - a +2.44% open rate and a €1 million revenue boost.

Next Steps: Auto Email Prospects That Show Intent

AI-powered email marketing is only as effective as the quality of leads you engage with. 

That’s why Warmly goes beyond just auto-emailing prospects - it helps you identify and connect with high-intent leads before your competitors do.

With Warmly, you get real-time visibility into your website visitors, uncovering both company-level and individual stakeholder insights. 

It tracks third-party intent signals, LinkedIn activity, and research patterns to surface prospects who are actively looking for solutions like yours. 

Then, its AI-driven Orchestrator crafts hyper-personalized emails that land in inboxes exactly when prospects are most engaged.

But that’s not all. Warmly also enables:

  • AI Chat, an AI-driven chatbot with versatile use cases.
  • Live Video Chat that lets you hop on a call with leads while they’re still on your website.
  • Access to its massive B2B database, Coldly.
  • Real-time alerts and lead routing to let you pounce on high-value leads while they’re still hot.

Ready to stop guessing and start closing? 

Get started with Warmly today - try Warmly’s free plan or book a demo!

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AI Marketing Strategy: Top Use Cases and Tools

AI Marketing Strategy: Top Use Cases and Tools

Time to read

Alan Zhao

If you’re not using an AI marketing strategy yet, you’re in trouble. 

Let’s be honest - traditional marketing methods alone just don’t cut it anymore. 

The landscape has changed, and AI-powered marketing is the game-changer that’s making businesses more efficient, data-driven, and, most importantly, more profitable.

As someone who’s built a SaaS business from the ground up, I’ve seen firsthand how digital marketing transformation has shifted the playing field.

Whether you’re looking to fine-tune your content strategy, optimize paid ads, or engage your audience in a more meaningful way, AI has the potential to supercharge your results. 

However, the true key to success is knowing which tools and tactics actually move the needle. 

So, let’s dive into the best AI use cases and tools that can take your marketing to the next level.

What is an AI Marketing Strategy?

An AI marketing strategy is all about using AI to make your marketing efforts smarter, faster, and more effective. 

AI helps businesses analyze massive amounts of data, automate repetitive tasks, and personalize customer experiences at scale, eliminating all the guesswork from your operations and reducing manual tasks to a minimum. 

The result? More personalized customer experiences, better decision-making, and marketing campaigns that practically run themselves.

Let’s explore some of the common questions and key notes regarding the growing role of AI in marketing.

How Is AI Marketing Different From Traditional Digital Marketing?

When it comes to the difference between AI marketing and traditional digital marketing, the most significant one is the way decisions are made. 

Traditional digital marketing relies heavily on predefined rules, human-led decision-making, and historical data. 

While effective, it often struggles with real-time adaptation and personalization at scale. 

AI marketing, on the other hand, continuously learns and evolves, analyzing vast amounts of data in seconds to detect patterns, predict trends, and optimize campaigns dynamically.

This means AI can optimize ad spend automatically, generate hyper-personalized content, and even predict which leads are most likely to convert without marketers having to micromanage every step.

For example, while traditional marketers A/B test email subject lines manually, AI-powered marketing tools can run hundreds of tests simultaneously, automatically selecting the version with the highest engagement. 

It’s marketing, but faster, smarter, and more efficient.

The Evolution of AI in Marketing

Over the past few years, AI has evolved from a niche technology to a fundamental part of digital marketing transformation.

Looking back to just a decade ago, automation was limited to basic email sequences and rule-based chatbots. 

Fast forward to today, and AI is at the core of digital marketing transformation, powering advanced tools like AI-driven content generators, predictive customer segmentation, and hyper-personalized ad campaigns.

Big tech companies like Google and Meta have already built AI into their advertising platforms, making automated bidding, real-time audience insights, and smart content recommendations the norm. 

Meanwhile, brands of all sizes have also started using AI for a wide range of use cases, such as enhancing customer journeys, predicting purchasing behavior, and fine-tuning their messaging for maximum impact.

Core Components of a Successful AI Marketing Strategy

A well-executed AI marketing strategy isn’t just about plugging in the latest tools and hoping for the best. 

It requires a structured approach built on top of several key pillars:

  • High-quality data - AI’s output depends almost entirely on the quality of data you feed it. The better the data you provide it with, the better it can predict customer behavior and optimize campaigns.
  • Marketing automation - From chatbots to email workflows, AI automates repetitive tasks, freeing up time for strategic decision-making.
  • Personalization at scale - AI enables brands to deliver hyper-relevant content, product recommendations, and messaging tailored to individual customers, dynamically adjusting content and messaging based on changes in relevant factors.
  • Predictive analytics – AI helps forecast trends, customer needs, and potential churn, allowing businesses to act proactively rather than reactively.
  • Content creation – From blog posts to ad copy, AI tools can help create high-quality, data-driven content in seconds.

Common Misconceptions About AI in Marketing

Despite all the hype, there are still plenty of misconceptions about AI marketing. 

Some people worry that AI will replace human creativity, but in reality, it only enhances it, acting as a powerful assistant rather than a replacement. 

Others think AI is only for massive companies with deep pockets, which is also wrong, as there are now plenty of affordable AI marketing tools for businesses of all sizes.

And one of the biggest myths is surely that AI is a "set-it-and-forget-it" solution. 

While AI can automate and optimize a lot, it still needs human oversight to guide strategy, fine-tune messaging, and ensure campaigns align with a brand’s goals.

At the end of the day, AI isn’t here to take over marketing - it’s here to make it better. 

The key is knowing how to leverage it effectively, which allows AI to become a powerful assistant that amplifies your marketing efforts across levels.

What Are the Benefits of Incorporating AI into Your Marketing Strategy?

Integrating AI into your marketing strategy isn’t just about keeping up with trends - it’s about gaining a competitive edge. 

Let’s look at some of the biggest advantages of using AI in marketing:

  • Efficiency - AI takes over time-consuming tasks like data analysis, customer segmentation, and campaign optimization, freeing your team to focus on creativity and strategy instead of getting bogged down in manual work.
  • Hyper-personalization - This is one of the most game-changing benefits of AI. While traditional marketing segments audiences based on broad demographics, AI digs deeper, analyzing real-time behavior, past interactions, and preferences to deliver highly targeted content on scale.
  • Next-level predictive analytics -  Instead of reacting to trends after they happen, AI analyzes patterns in customer behavior to predict which leads are likely to convert, when a customer might churn, or which products will gain traction in the coming months. This enables marketers to anticipate customer needs before they even arise and make proactive decisions.
  • Marketing automation - AI can automatically optimize campaigns in real-time, adjusting budgets, targeting, and messaging to maximize performance without constant human intervention. This improves ROI and ensures marketing efforts are always running at peak efficiency.
  • Optimized content generation - AI-powered tools can help brainstorm, write, and refine content at scale, whether it’s ad copy, blog posts, product descriptions, or video scripts. While AI-generated content still needs human oversight to maintain brand voice and authenticity, it significantly speeds up the creative process and provides valuable inspiration for marketers.
  • Eliminates a lot of trial and error - Instead of A/B testing campaigns manually over weeks or months, AI can run thousands of variations simultaneously, instantly identifying what works best. This means less wasted budget, higher engagement rates, and faster results.

Looking at all these benefits, one thing becomes clear - the businesses that embrace AI today are the ones that will dominate tomorrow. 

And now, it’s time to explore the best ways of incorporating AI into your own marketing efforts.

9 AI Use Cases in Marketing Strategy

When used strategically, AI can amplify nearly every aspect of a marketing strategy, from customer engagement to content creation and ad targeting. 

Let’s break down nine impactful AI use cases and how they fit into a broader marketing strategy.

1. Hyper-Personalized Marketing Campaigns

One of the best ways of using AI to enhance your marketing efforts is to create hyper-personalized automated workflows that:

  • Identify leads most likely to convert.
  • Include them in outreach sequences perfectly tailored to their intent levels, personal data, preferred communication channels, etc.

For example, solutions like Warmly enable you to put your whole outreach on autopilot, leveraging sophisticated AI and website traffic tracking capabilities.

Namely, Warmly identifies your website visitors, providing your marketing team with a complete view of potential leads.

The platform also recognizes which website visitors are most likely to convert right now based on on-site and off-site intent signals (visits to high-intent pages on your website, research intent, job change, etc.) and your ICP criteria.

And this is where Warmly’s AI-driven Orchestrator steps in.

Orchestrator is an AI-powered functionality that adds high-value leads to automated email or LinkedIn outreach workflows.

Here’s how it works:

Step #1: Define the trigger - This is the action that sets the Orchestrator’s sequence in motion. This could be any action that indicates high intent based on your specific criteria, such as:

  • Landing on your pricing page.
  • Engaging with the chatbot.
  • Lead matching your ICP profile landing on your website, etc.

Step #2: Filter the companies and individuals you want the Orchestrator to target - Have the Orchestrator focus only on leads who are a good fit for your product by setting filters matching your ICP criteria, such as industry and geographic location, job roles, seniority, and more.

Step #3: Decide on the number of leads you want to be added from each account and the campaign running frequency - You don’t want to come across as too aggressive, so it’s essential to limit the number of stakeholders you reach out to within a single company and space out your outreach over time.


Step #4: Specify the outreach sequence you want them added to - The Orchestrator engages leads through personalized emails or LinkedIn messages and connection requests. Its AI model adapts messaging based on buyer intent, preferences, and past interactions, increasing open rates, engagement, and conversions at every stage.

2. Chatbots and Virtual Assistants

AI chatbots provide instant, 24/7 customer support, answering inquiries, guiding users through the sales funnel, and even making personalized product recommendations. 

Unlike traditional chatbots that follow pre-set scripts, AI-powered bots learn from interactions and adapt responses to improve accuracy and relevance.

 They can handle multiple queries simultaneously, reducing wait times and enhancing customer satisfaction. 

More advanced virtual assistants integrate with CRM systems, pulling in customer data to deliver more context-aware and personalized conversations, ultimately leading to better engagement and higher conversion rates.

Warmly’s AI Chat is one such chatbot powered by sophisticated conversational AI that can be trained and customized from top to bottom thanks to its advanced ML algorithms.

Similar to the Orchestrator, AI Chat also automates lead engagement and qualification but in a different way.

Namely, it engages leads while they’re still on your website by:

  • Asking qualifying questions (“What brings you here?”, “What can I help you with?”).
  • Providing personalized, contextual answers to leads’ inquiries.
  • Offering relevant collateral.
  • Booking meetings, etc.

The Orchestrator/AI combo provides you with a sort of omnipresent SDR that streamlines every part of the outreach process, ensuring that each high-value lead is properly engaged and nurtured, boosting your chances of conversions.

3. Automated Content Creation

AI tools like ChatGPT and Jasper can generate blog posts, social media captions, ad copy, and email content in seconds. 

These tools leverage natural language processing (NLP) to create content that’s not only grammatically sound but also contextually relevant, engaging, and SEO-optimized. 

Moreover, AI can assist with content ideation by analyzing trends, audience preferences, and competitor activity to suggest high-performing topics. 

Don’t forget that human oversight is still needed to refine tone, brand voice, and originality, so you can’t use only AI to create compelling content.

Regardless of that, AI still drastically speeds up content production, ensuring a steady flow of high-quality, SEO-optimized material fit for various purposes, goals, and distribution channels.

4. Customer Segmentation

Effective marketing starts with understanding your audience. 

AI analyzes customer behavior, demographics, and engagement patterns in real-time, automatically segmenting your audience into highly specific groups. 

Unlike traditional segmentation, which relies on static data, AI-powered segmentation adapts dynamically as new insights emerge. 

This allows businesses to deliver hyper-targeted messaging based on users' real-time behavior, preferences, and purchasing intent. 

ABM marketing is one area where this particular AI use case can yield the best results.

Leveraging advanced AI models helps you pinpoint the exact accounts you should focus on - in addition to individual stakeholders that are the best fit for your business.

For example, Warmly allows you to segment your website traffic to auto-generate detailed lists of target accounts.

All you need to do is set up the criteria you want the platform to take into account in addition to the intent signals it already tracks, and it will start identifying accounts that fit the profile in no time.

Moreover, you can configure routing by territory mapping, account owner, website activity, surge score, chat engagement, and more, making sure that each valuable lead will be assigned to the most suitable rep.

5. Ad Targeting and Bidding

Paid advertising is expensive, but AI makes it smarter. 

AI-powered ad platforms analyze real-time user data to optimize targeting, ensuring your ads are shown to the right people at the right time. 

Machine learning algorithms evaluate browsing behavior, purchase history, and engagement levels to refine audience segments and improve ad performance. 

Additionally, AI dynamically adjusts bidding strategies to get the best possible cost-per-click (CPC) and return on investment (ROI). 

This eliminates the need for manual ad adjustments and significantly improves the efficiency of paid campaigns, allowing businesses to maximize every dollar spent.

6. Social Media Monitoring and Sentiment Analysis

AI scans social media conversations to gauge customer sentiment, helping brands understand how audiences feel about their products, competitors, and industry trends. 

AI can identify positive, neutral, or negative sentiment across platforms like Twitter, LinkedIn, and Facebook by analyzing language patterns, tone, and engagement levels.

This in-depth insight allows businesses to proactively manage their online reputation, address customer concerns in real-time, and adjust messaging based on audience feedback. 

AI-powered monitoring also helps brands spot emerging trends and capitalize on viral topics before competitors, giving them a strategic advantage in social media marketing.

7. AI-Generated Visuals and Video Content

From AI-powered design tools like Canva’s Magic Design to automated video editors like Synthesia, AI makes high-quality visual content creation more accessible. 

Businesses can now generate branded graphics, promotional videos, and even product demos with minimal effort, keeping marketing materials fresh and engaging at just a fraction of the cost it would have taken before. 

Moreover, AI tools analyze past performance data to suggest optimal design elements, layouts, and themes most likely to resonate with the target audience. 

Finally, advanced AI models can create fully personalized video messages from scratch at a massive scale, making it easier for brands to engage customers with customized, high-quality visual storytelling.

8. Optimized Email Marketing

AI optimizes email marketing by analyzing user behavior and sending highly personalized emails at the perfect time. 

Instead of generic mass emails, AI dynamically adjusts subject lines, email content, and call-to-action buttons based on individual preferences, previous interactions, and engagement history. 

AI can even predict the best time to send emails to each recipient, increasing open rates and improving deliverability. 

Most importantly, AI continuously learns from campaign performance, which allows it to refine email strategies over time, ensuring that future emails become even more effective. 

This leads to higher engagement, increased conversions, and better customer retention.

9. AI-Driven Website Personalization

AI can tailor website experiences in real-time, displaying dynamic content, personalized product recommendations, and customized landing pages based on user behavior. 

AI achieves this by analyzing browsing history, purchase intent, and engagement levels, ensuring every visitor sees the content that aligns with their interests the most.

For e-commerce businesses, this could mean showing relevant products based on past searches.

For B2B brands, it might involve dynamically adjusting case studies and blog recommendations to match industry-specific needs. 

The possibilities are limitless.

And why is this so important, you may ask?

Well, this kind of super-advanced personalization significantly enhances user experience, increases time spent on-site, and ultimately boosts conversion rates by making every visitor feel unique and relevant.

5 Examples of Companies That Power Their Marketing Strategy With AI

And now, let’s look at some businesses that have already implemented AI in their marketing strategies and their results.

1. Maximizing the Success of Ungated Content and Monetizing Website Traffic - HG Insights x Warmly

HG Insights is a revenue growth intelligence platform providing B2B businesses with in-depth, relevant data they need to stand out in the market.

The platform decided to switch from gated to ungated content in its lead generation strategy, as its marketing team realized that not all accounts interested in valuable content are necessarily ready to buy.

Instead, they were keen on tapping into a much wider prospect pool - the audience attracted by its overall content.

HG Insights turned to Warmly for help, as the platform allowed its team to:

  • Capture leads visiting their blog pages and monitor how they interact with content in real-time.
  • Identify the hottest leads based on their on-site and off-site behavior.
  • Accurately attribute leads to specific content pieces and campaigns.
  • Put the whole outbound engagement process on autopilot thanks to the Orchestrator that shoots personalized emails and LinkedIn messages to warm leads.

Unlocking Ungated Content Success - Matt Hogan, VP of Growth at HG Insights

This enables HG Insights’ marketing and sales teams to maximize their content lead generation potential, make the most of the website traffic it drives, and prioritize high-intent leads from the get-go.

2. Leveraging AI to Deliver Personalized Recommendations - Netflix

Netflix is one of the big players that quickly realized the potential of implementing AI in vital marketing processes.

Namely, one of the most-liked Netflix’s features is that it provides curated content to each user.

Netflix’s ML algorithms track what a particular user picks out to watch, how long they watch it, and whether they watch it till the end.

Based on those insights, the AI models figure out what type of content you’re most interested in, e.g., true crime documentaries, horror movies, romantic comedies, etc., and deliver a custom list of recommended shows crafted just for you.

This drives higher user satisfaction and retention levels and increases user engagement across levels.

3. Enhancing Content Production - WalkMe x Jasper

WalkMe, a top digital adoption platform, faced a significant challenge in its growth journey - it was looking to quickly scale content creation while ensuring content quality, consistency, and personalization.

The platform chose Jasper to help its team produce top-notch content faster.

Jasper allowed WalkMe’s content team to create on-brand content, maintaining brand voice consistency across pieces and writers while ensuring that each content piece was optimized for its target audience.

Moreover, Jasper allows for easy repurposing of each blog into shorter pieces, such as LinkedIn posts, enabling WalkMe to make the most of every single article.

This saved 3,000+ hours in content creation time and delivered a 2X ROI.

4. Generating Optimized Video Content - EgenScan x Pictory

EgenScan provides at-home genetic tests that show gene expression influenced by environmental signals, often before symptoms appear.

However, the company didn’t have a dedicated marketing team, meaning that its founder, Henriette, had to do all the marketing tasks herself - including content production.

She primarily relied on video marketing, which proved to be the most efficient strategy for her business, but creating compelling videos was too time-consuming and challenging.

This is why she started using Pictory - an AI-powered video generation platform - that allowed her to create high-quality videos in just minutes.

This resulted in a 320% increase in engagement on social media, allowing EgenScan to maximize its social media impact while saving both time and money.

5. Social Listening for Increased Engagement and Marketing Success - Domino’s Pizza x Meltwater

Domino’s Pizza, an international fast-food company, has always been aware of the need to establish and maintain a strong online presence, especially on social media platforms.

However, outsourcing its social media marketing efforts didn’t deliver the results the company expected, as its posts were underperforming, failing to reach the right audience and drive engagement.

Domino’s Pizza then switched to Meltwater, a comprehensive social, media, and consumer intelligence platform that provided a centralized platform for monitoring brand sentiment, responding to followers, and tracking campaign performance.

Meltwater enabled Domino’s Pizza to:

  • Easily find the right influencers for their industry and collaborate with them to achieve virality.
  • Track customer sentiment in real-time.
  • Respond to comments faster and in a highly personalized way.
  • Monitor for traffic spikes, trending topics, and brand mentions, allowing its team to react timely.

This resulted in 5000% social media engagement growth and more than 50,000 likes from a single influencer marketing campaign, which was made possible thanks to Meltwater’s AI-driven social listening feature.

3 Best AI-Powered Tools To Improve Your Marketing

Finding the best AI-powered tool for your marketing needs is no easy task with all the options in today’s market.

To help give you a starting point, I’ll suggest the top AI-driven solutions for three essential marketing use cases:

  • Lead qualification and engagement.
  • Copy creation and optimization.
  • Social media monitoring.

1. Warmly - AI-Driven Lead Qualification, Engagement, and Conversion

I already mentioned Warmly a few times before, so here’s a quick breakdown of what it can do for you.

In addition to its Orchestrator (AI-driven SDR agent that streamlines high-impact outreach) and AI Chat (AI-powered chatbot that engages and routes high-intent leads), the revenue orchestration platform has a few other nifty features:

  • It deanonymizes website traffic and enriches each identified visitor with granular B2B and intent data, giving your reps everything they need to optimize their strategies for success.
  • It lets you monitor website visitors’ web sessions in real-time.
  • Live Video Chat lets you hop on a video call with warm leads while they’re still on your website, taking your chance to engage them precisely when they’re most likely to convert.
  • Massive B2B database, Coldly, to boost your prospecting efforts.
  • Seamless integrations with various CRMs, outreach platforms, and third-party intent data providers.

This makes Warmly the perfect AI-driven solution for marketing teams that want to:

  • Make lead scoring and qualification more precise.
  • Put various parts of the outreach process on autopilot.
  • Improve marketing attribution.
  • Enhance ABM efforts.
  • Engage with leads while their interest in your product is at its peak.

Pricing

Warmly offers a free forever plan that allows you to reveal up to 500 monthly visitors, set up ICP filters to quickly identify high-quality leads, and automate basic lead routing.

If you need more, there are three tiers to choose from:

  1. Data Only: Starts at $499/mo when billed monthly or $4,000 when billed annually, lets you identify up to 5,000 monthly visitors, first-party intent signals, alerts, and access to Warmly’s B2B prospecting database.
  2. Business: Starts at $19,000/year for up to 10,000 visitors or $45,000/year for up to 75,000 visitors, everything in Data Only, plus third and second-party signals, sales orchestration, AI Chat, and lead routing.
  3. Enterprise: Custom pricing, custom number of visitors, everything in Business, plus custom signals and warm calling.

2. Persado - AI-Powered Marketing Copy Optimization

Persado is an AI-driven platform that helps marketers craft high-performing messaging for ads, emails, and customer engagement campaigns. 

It uses advanced machine learning and emotion-based language optimization to analyze audience responses and create data-backed, high-converting copy. 

Key features include:

  • AI-generated ad headlines and email subject lines.
  • Emotion-based content optimization for higher engagement.
  • A/B testing automation to find high-performing messaging.
  • Real-time campaign performance analysis.

Pricing

Persado doesn’t publish prices for its products, so you’ll have to contact its team for more details.

3. Brandwatch - AI-Powered Social Media Monitoring & Sentiment Analysis

Brandwatch helps businesses track brand mentions, analyze sentiment, and monitor industry trends across multiple social media platforms. 

This makes it a powerful AI-driven tool for reputation management, competitor analysis, and audience insights.

Its key features include:

  • AI-powered sentiment analysis to gauge public perception in real-time
  • Social listening across platforms like Twitter, Instagram, Facebook, Reddit, and more
  • Trend identification to spot emerging topics and viral content
  • Competitor benchmarking to compare engagement and brand sentiment

Pricing

Brandwatch has three plans:

  1. Consumer Intelligence
  2. Social Media Management
  3. Influencer Marketing

However, no prices are disclosed for any of the tiers.

You can book a demo to see the platform in action and get more details about the price.

Next Steps: Fuel Your Marketing Strategy With Warmly

AI is no longer a luxury in marketing—it’s a necessity. 

If you’re serious about boosting engagement, automating lead qualification, and personalizing outreach, it’s time to put Warmly to work for your business.

With AI-driven lead identification, personalized outreach automation, and real-time visitor tracking, Warmly helps you engage high-intent leads at the perfect moment without overwhelming your team with manual tasks, ensuring no opportunity slips through the cracks.

Ready to give it a go?

Sign up for Warmly’s free plan and start identifying high-quality leads immediately. 

Or, book a demo and see firsthand how Warmly can streamline your marketing and sales efforts for maximum impact.

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8 Examples of AI Marketing Automation in 2025

8 Examples of AI Marketing Automation in 2025

Time to read

Alan Zhao

AI marketing automation is the next big thing in marketing in general.

Why?

Because AI is revolutionizing how businesses engage with customers, optimize campaigns, and drive revenue.

However, if you’re just starting your AI marketing automation journey, chances are you’re not quite sure where to begin and how.

So, in this article, I’ll walk you through some of the best real-world examples of AI-powered marketing tools in action - showcasing how brands leverage intelligent marketing systems to streamline operations and boost conversions. 

Whether it's predictive analytics, automated content creation, or hyper-personalized customer journeys, these marketing automation platforms are redefining what’s possible.

If you're looking to scale your marketing efforts efficiently, these AI-driven strategies will give you the insights and inspiration you need.

Let’s begin!

How Is AI Being Used In Marketing Automation In 2025?

AI is being used in marketing automation in various ways, including streamlining customer interactions, optimizing content creation, enhancing predictive analytics, and delivering hyper-personalized marketing experiences. 

Moreover, when discussing AI in marketing automation, it’s essential to understand that it’s no longer just a handy efficiency booster.

Instead, AI has become a competitive advantage.

So, in 2025 and beyond, as AI-powered marketing tools further evolve, businesses that integrate intelligent marketing systems will stay ahead in delivering data-driven, customer-centric experiences.

What Advanced Customer Journey Orchestration Is Possible With AI Marketing Automation?

Now that you understand why it’s critical to implement AI in your marketing operations if you want to get and keep that competitive edge, let’s look at how AI is currently shaping marketing automation:

1. Identifying, Engaging, and Converting High-Value Leads

Marketing automation platforms like Warmly leverage AI to pinpoint high-value leads based on their intent levels, allowing your sales and marketing teams to prioritize them from the get-go.

Namely, Warmly identifies your website visitors (both companies and individual accounts) and uses AI to analyze behavioral signals, engagement history, firmographic data, and more, providing you with a 360-degree view of:

  • Who your potential leads are.
  • Which of them are most likely to convert right now.

But that’s not all. 

In addition to identifying your hottest leads and unearthing all the information you need to contact them and optimize your engagement strategies for success, Warmly lets you put the entire outreach process on autopilot with its Orchestrator feature.

The Orchestrator is an AI-driven functionality that automatically adds high-intent website leads to hyper-personalized email and/or LinkedIn outreach sequences.

Here’s a quick breakdown of how to set up the Orchestrator to capture high-quality leads on your website:

Step #1: Define the trigger - This is the action that sets the Orchestrator’s sequence in motion. This could be any action that implies high intent based on your specific criteria, such as:

  • Landing on your pricing page.
  • Engaging with the chatbot.
  • Lead matching your ICP profile landing on your website, etc.

Step #2: Filter the companies and individuals you want the Orchestrator to target - Instead of relying on the spray and pray technique, make sure that the Orchestrator is only engaging the accounts most likely to be interested in your product. You can do this by setting up filters matching your ICP criteria, such as industry and geographic location, job roles, seniority, and more.

Step #3: Decide on the number of leads you want to be added from each account and the campaign running frequency - You don’t want to overdo it and seem too pushy, so it’s best you put a cap on the maximum number of stakeholders that can be contacted in a single company and spread out your sequences over a certain period.

Step #4: Specify the outreach sequence you want them added to - The Orchestrator can reach out to leads via personalized, contextual emails or send them LinkedIn messages and connection requests.

The Orchestrator’s AI model tailors messaging based on buyer intent, preferences, and past interactions, boosting opening and connection rates, engagement, and conversions across levels.

This way of leveraging AI to automate both lead scoring and engagement at the same time ensures that no high-value lead on the brink of conversion will fall through the cracks ever again.

2. AI-Powered Content Generation

Marketers no longer need to spend hours crafting high-quality blog posts, ad copy, or social media captions. 

Today, AI-powered content generation tools, like OpenAI’s ChatGPT, Jasper AI, or Copy.ai, create high-quality, optimized content at scale.

Creating high-quality content consistently is challenging for marketers, but AI-powered tools make the process faster and more efficient. 

These AI tools analyze existing content trends, keyword data, and audience preferences to generate highly relevant and engaging material. 

AI can also personalize content dynamically based on user intent. 

For instance, an AI-powered email automation tool can craft several blogs optimized for different audience segments in seconds, ensuring each is presented with the most relevant and compelling content based on their customer journey stage. 

This saves time and ensures that content is optimized for SEO and conversion goals.

3. Automated Chatbots and Conversational AI

AI-driven chatbots are transforming customer interactions, providing instant responses, and reducing the need for human intervention in repetitive tasks. 

Nowadays, these bots are more advanced, leveraging natural language processing (NLP) and machine learning to understand context, sentiment, and user intent.

Businesses use AI chatbots for lead qualification, customer support, and even sales. 

A chatbot on an e-commerce website can guide visitors through the buying process, suggest products based on browsing behavior, and answer frequently asked questions in real-time. 

Meanwhile, B2B companies use AI-powered chatbots to schedule meetings, provide automated lead nurturing, and qualify potential buyers before passing them to a sales rep.

For example, businesses across industries can use Warmly’s AI Chat thanks to its high trainability and customization options.

Since it’s powered by advanced conversational AI, the AI Chat can handle a wide range of processes, including:

  • Engaging high-intent website visitors.
  • Qualify leads by asking them relevant questions (“What brings you here?”, “How can I help?” etc.).
  • Answer queries.
  • Provide contextual and relevant collaterals.
  • Schedule meetings, and more.

The biggest advantage? AI chatbots operate 24/7, ensuring that businesses never miss an opportunity to engage with customers, even outside regular working hours.

4. Predictive Analytics for Smarter Targeting

AI marketing automation leverages predictive analytics to forecast customer behavior, segment audiences, and refine ad targeting. 

Instead of relying on guesswork, AI analyzes historical customer data, engagement patterns, and market trends to forecast future behaviors, helping you determine the best times, channels, and content for reaching potential customers.

For instance, AI can identify potential churn risks by detecting signs of disengagement, prompting automated retention campaigns before a customer leaves.

This reduces wasted marketing spend and increases the effectiveness of digital marketing campaigns.

5. Email Marketing Optimization

Email marketing remains one of the most effective marketing channels, and AI is making it even more powerful. 

AI-powered platforms like HubSpot, ActiveCampaign, and Mailchimp analyze past campaign performance and audience behavior to automate A/B testing. 

These tools can identify which email variations drive the highest open and click-through rates, automatically adjusting future campaigns accordingly.

Additionally, AI-driven dynamic email content adapts in real-time based on recipient data. 

For example, a travel agency’s promotional email can display different destination recommendations depending on the user’s past searches or location. 

This level of personalization boosts engagement and increases the chances of conversion.

6. Automated Social Media Management

AI-powered social media tools are taking the guesswork out of content scheduling, engagement tracking, and trend analysis. 

Platforms like Sprout Social, Hootsuite, and Lately use AI to analyze audience behavior and recommend the best times to post.

Even better - AI also helps with content generation, suggesting post ideas based on trending topics, past performance, and brand voice. 

Some tools can even auto-generate social media captions or transform blog posts into bite-sized social content optimized for different platforms.

Sentiment analysis is another game-changer. 

AI can monitor social media mentions and analyze the sentiment behind customer conversations. 

If a brand is receiving negative feedback, AI-powered alerts can notify marketers in real-time, allowing them to respond proactively and protect their brand reputation.

7. Programmatic Advertising and Dynamic Ad Creation

Programmatic advertising - where AI automatically buys and places ads in real-time - is becoming more precise in 2025.

AI-driven platforms analyze user data to determine the best ad placements and optimize bidding strategies for maximum ROI.

Dynamic ad creation takes this a step further. Instead of running static ads, AI-powered marketing platforms generate personalized ad variations on the fly. 

For example, a potential customer searching for running shoes might see a Facebook ad with a product recommendation tailored to their past searches. 

Meanwhile, another user interested in hiking boots would see a completely different ad - all automatically generated by AI.

This level of automation ensures that ads remain relevant to individual users, increasing engagement rates and reducing ad fatigue.

And now, let’s look at several examples of brands that have successfully used AI marketing automation to optimize various marketing operations.

8 Examples of Successful AI Marketing Automation

1. Lead Prioritization and Engagement - Premikati x Warmly

Premikati is a procurement consulting company that was getting high website traffic volume but could not efficiently capture and nurture the leads its website generated.

Moreover, the company struggled with accurate marketing attribution, meaning its marketing team couldn’t figure out which of their efforts and strategies yielded the best results and which needed fixing.

Premikati then deployed Warmly, which helped them tackle several issues at once:

  • It identified its website visitors, providing its marketing team with a rich pool of potential leads.
  • It automatically recognized the visitors most likely to convert based on on-site signals, like pages visited, and off-site signals, like research intent.
  • It let them orchestrate the entire outreach process using the Orchestrator, which automatically added leads with the highest scores in adequate sequences based on the criteria Premikati’s team set up.

As a result, Premikati was able to maximize its marketing ROI by building a steady pipeline of warm leads with Warmly’s AI-driven functionality.

Check out the full interview:

"If Warmly goes away, we quit." - Michael Buczynski, VP of Marketing at Premikati

2. Generating Visually Stunning Ads - ID Creation x DeepBrain AI

Before AI, creating visuals for ads that were engaging, fun, and visually engaging was a gruelling job.

However, as AI advanced, things like generating complete ads from scratch became easier than ever. 

In most cases, all it takes is giving AI natural language prompts, and the model will do the rest.

Moreover, things like super-realistic AI avatars and “face swaps” allow digital ad creators to create content that looks more realistic and genuine than ever.

Recently, DeepBrain AI and ID Creation made an advertisement using AI video synthesis technology to superimpose Ronaldo's face onto an actor's face.

The realism of Ronaldo’s facial expressions made viewers believe they were actually watching Ronaldo, which made the entire experiment that much more impressive.

This way of using AI creates a wide range of possibilities for creating compelling ads with plenty of special effects or featuring celebrities who have passed away at just a fraction of the cost that regular ad-making requires.

3. Programmatic Advertising - Crabtree & Evelyn x Albert

Crabtree & Evelyn is a decades-old retail company based in London.

Despite being an established brand, Crabtree & Evelyn faced challenges in attracting new customers and driving revenue across channels.

Namely, the company’s paid social ads campaigns yielded little to no results, especially when it came to expanding to new markets and tapping into new audiences.

Albert, an AI-driven digital advertising agency, stepped in to help, taking on the company’s Facebook paid social program.

Albert leveraged AI to extract relevant customer insights, using behavioral patterns to optimize audiences, ad copy, and lookalikes.

Moreover, the platform was very careful with the ad budget, using AI to determine the best ad placements and audience segments to avoid spending on underperforming tactics.

As a result, Crabtree & Evelyn experienced a +30% improvement in ROAS in less than 2 months.

4. Social Media Management - Plaid x Sprout Social

Social media management is another area where AI can significantly enhance your efforts, helping you tackle everything from generating engaging posts to pinpoint the best publishing time and more.

Plaid, a fintech company that provides various payment and compliance solutions designed to make it easy for people to safely connect their financial accounts to the apps and services they use, found out the hard way just how difficult it can be to establish its brand presence on social media.

This is why Plaid tuned to SproutSocial - a platform that leverages AI to efficiently automate social media management from top to bottom - to boost its LinkedIn growth.

Plaid leveraged various AI-driven functionality, including:

  • Scheduling posts to be published at times optimal for engagement.
  • Automated responding to comments in a contextual and personalized way.
  • Social listening to gauge its audience’s sentiment and uncover trends.
  • Granular analytics to figure out which posts are performing the best.

As a result of leveraging AI to grow on LinkedIn, Plaid experienced an amazing 62,000 YoY increase in followers, with a 73% YoY rise in engagement rate per impression.

5. Content Strategy Optimization - Kasasa x MarketMuse

Every serious brand looking to grow, attract new customers, and retain existing ones knows content is essential to every efficient marketing strategy.

However, designing content tactics primed for success is far from easy, especially in today’s oversaturated market.

Kasasa, a financial services company, found itself struggling with content workflow efficiency, as its marketing team faced challenges with creating a high-performing content strategy.

The company started using MarketMuse as its go-to solution - a platform that leverages AI to run in-depth competitor content analysis and SERP results to create content plans and strategies uniquely tailored to your brand and business objectives.

MarketMuse’s AI engine helped drown out the noise, allowing Kasasa’s content team to focus only on the topics that were sure to perform well with its audience.

As a result, Kasasa’s blog experienced 92% YoY organic growth in entrances and an 83% increase in keywords ranking in positions 1-3, efficiently boosting its brand authority and driving more quality traffic.

6. Generating Content Optimized for Conversions - Jungleworks x Scalenut

Content creation is one of the most widespread use cases of AI in marketing, with a reported 55% of businesses using AI to generate and optimize content.

As I explained above, many creators turn to AI because it helps generate engaging, quality content much faster than when they do everything manually.

Jungleworks, a SaaS company specializing in helping brands build and scale online marketplaces efficiently, faced numerous challenges when it came to creating winning content, including:

  • Maintaining quality and a consistent tone of voice in their content, as its creation was spread across several freelance writers.
  • High customer acquisition costs, as the content attracted and converted very few readers.
  • Issues with scaling and streamlining content production.
  • Poor SERP rankings.

Jungleworks started using Scalenut, an AI-powered content marketing stop-shop, to tackle these challenges head-on.

Scalenut helped by:

  • Effortlessly scaling content production by using advanced AI models to generate multiple content forms optimized for various marketing channels every week.
  • Automating off-page and on-page SEO to improve rankings.
  • Running AI-powered quality checks to ensure readership and sentiment adherence.  
  • Diversifying content by producing not only blogs but also e-books, email copy, social media posts, and more.

This approach improved Jungleworks' SERP rankings by over 50%, increasing its organic traffic by 113% and lowering the cost per lead by 80%.

7. Personalizing Emails on Scale - EcomHype x SmartWriter

EcomHype, an e-commerce growth agency that helps e-commerce businesses grow their brands, struggled with creating personalized and engaging emails that would resonate with prospective leads.

Namely, EcomHype relied primarily on email to raise brand awareness and attract new leads, but its emails had chronically low open and click-through rates.

The company started using SmartWriter to create hyper-personalized emails on scale, leveraging the tool’s AI engine to research each prospect and craft compelling messaging based on those insights.

This increased EcomHype’s open rates by more than 40%, landing it more meetings and closed deals.

8. AI-Powered Chatbot - Kandji x Warmly

Chatbots are a great way to ensure that high-value website leads will be engaged whenever they land on your website.

Kandji, a leading Apple device management platform, was well aware of the need for a 24/7 available SDR, as its website regularly generated a lot of traffic.

The company implemented Warmly, with a particular focus on its AI Chat functionality, training the AI model to maintain its brand tone of voice while answering questions, booking meetings, and engaging potential leads.

Thanks to the combination of AI Chat and Warmly’s Alerts that immediately notified Kandji’s team whenever a high-intent lead engaged with the chatbot, the team booked two qualified meetings in just 8 minutes.

Next Steps: Set Up Powerful AI Marketing Workflows Inside of Warmly

AI marketing automation isn’t just the future—it’s the present. 

The brands shown here have already proven that AI-driven strategies lead to higher engagement, better lead conversions, and a significant competitive edge. 

Now, it’s your turn to put these insights into action.

With Warmly, you can automate lead identification, engagement, and outreach, ensuring no high-value prospect falls through the cracks. 

From intent-based lead scoring that helps prioritize the most promising accounts to automated personalized outreach and AI-powered chatbots that engage visitors in real-time, Warmly equips your marketing team with cutting-edge AI tools to streamline operations and maximize ROI.

Why wait? 

Sign up for Warmly’s free plan or book a demo today and see how Warmly can transform your marketing workflows with AI.

AI for Sales: Best Tools & Tips [2025]

AI for Sales: Best Tools & Tips [2025]

Time to read

Alan Zhao

More and more people have been asking us about how they can leverage AI for sales to improve their operational efficiency.

It’s true – the sales teams that are using AI are saving time, booking more meetings, and identifying opportunities that they did not know existed before.

In this article, I’ll show you how you can use AI to level up your sales motion. I’ll also go over different AI-powered sales tools that you can use for each use case.

Lastly, I’ll show you successful examples of companies using AI in their sales workflows and how they did it.

Before we begin, let’s start with the basics: 👇

How is AI used for sales?

Artificial intelligence is being used by sales teams to save time and boost productivity by automating tasks (such as outreach or research), predicting lead behaviour, and identifying opportunities.

By automating tasks that usually require manual work, such as researching prospects to craft personalized messages, your human sales reps can work on closing deals and building relationships with high-intent leads.

➡️ The way we have structured our sales workflow is that we use AI for cold and lukewarm leads so our human sales reps can focus on the ‘’hot’’ leads.

What are the benefits of using AI for sales in 2025?

The main benefits of using AI for sales include:

  • Saving time from manual work your sales team would have done themselves either way, such as researching prospects or preparing for sales calls.
  • Working 24/7 for you, instead of 9-5, such as AI chatbots, which we will discuss later. This will allow you to capture the right timing as well.

  • Analyzing data, such as internal information from your CRM to predict lead behavior.
  • The scalability of being able to reach out to more prospects.
  • Saving you money from having to hire more junior sales reps to reach out to more prospects or do more manual work.

The 8 types of AI tools for sales

There are 8 core types of AI software for sales teams, including:

  • Chatbots: These are AI tools that converse with your prospects on your website. Their goal is to pre-qualify and answer questions before trying to book a meeting with your site visitors. 
  • Copilots: These are AI sales tools that your internal sales team can use to ask different questions about data or prospects in the pipeline. They can also generate text for cold outreach or LinkedIn messaging.
  • Sales agents: These are complex AI tools that can perform multiple tasks to automate some of your sales tasks, such as researching prospects and then reaching out to them automatically.
  • Predictive analytics tools: These are tools that analyze your historical data to try to forecast sales performance or to identify potential hot leads that your sales team should prioritize.
  • Sales prospecting tools: These are AI for sales tools that can automate and optimize the process of finding, qualifying, and engaging with potential clients.
  • Sales enablement tools: Lastly, these are sales tools that use AI to help your sales team be better prepared with insights, such as analyzing sales conversations or simulating sales scenarios.
  • Data enrichment tools: These are sales tools that use AI to enrich and update CRM data.
  • Video generation tools: These are AI sales tools that leverage artificial intelligence to generate sales videos with avatars.

10 ways you can use AI to level up your sales motion

Here are 10 use cases of AI for sales that you can use based on what I’ve seen work best in the industry: 👇

#1: Set up an AI chat

You can set up an autonomous sales chatbot that can engage with high intent and target accounts visiting your website on your sales reps’ behalf.

The beauty of these AI-powered chatbots is that you can customize how you want them to interact and in what scenarios they should interact.

For example, Warmly’s AI chatbot for sales teams can be customized to run:

  • For specific target audiences (e.g., company size <1,000).
  • With a condition, such as prospects being on the Pricing page.
  • The specific message you want it to start with and then the routing rules.

The goal of the chatbot is to answer commonly asked questions and to either try to book meetings or route to a human sales agent.

But our AI sales chat is not just another chatbot.

It can automatically scrape the website information of your accounts and combine that with metadata across your systems to construct personalized chat messages to your prospects.

#2: Automatically reach out to prospects

Your sales team can leverage AI to automatically reach out to your warm prospects.

Here’s a workflow that we have been working on with 11x’s sales agents to create:

Instead of your sales team manually reaching out to prospects after identifying them with visitor identification software like Warmly, 11x’s AI SDR uses Warmly’s warm lead data to prioritise contacts based on intent signals, such as:

  • Website activity (e.g., visited your pricing page).
  • Chatbot interactions.
  • Research intent.
  • Email engagement.
  • Recorded sales activity in your sales CRM.

And then automatically reach out to them for you.

Here’s how the process looks like with our partnership with 11x:

  • Warmly de-anonymizes your site visitors (both companies and contacts so the outreach can be more targeted).
  • Our platform filters prospects based on intent signals and any existing segmentation rules that you’ve set up in your account.
  • The leads are then funnelled to the best-fit outreach path based on their intent.

We prefer using this workflow for the warm leads, not cold or hot leads.

Warm leads are showing some intent signals, but they are not ready to buy yet, which is why we prefer using 11x’s sales agents to do automatic LinkedIn and email outreach in high volumes.

This workflow can also be customized. You can use segments to narrow down your leads to people who’ve fulfilled specific intent signals.

For example, you can create an AI SDR campaign for leads who have researched your competitors or prospects who have already interacted with your website’s AI chat.

Our partnership with 11x did not aim to create a spammy AI sales agent that would just bombard your prospects with emails.

➡️ Our AI sales agent has built-in quality checks to ensure that every message you send out is effective, compliant, and aligned with your brand voice.

Your sales team will be able to focus on nurturing high-priority leads by leaving the legwork to 11x’s AI SDRs.

Book a demo to find out more about this sales workflow that can book you meetings with qualified leads on autopilot using intent data.

#3: Lead scoring and prioritization

Another way to use AI for sales is to score leads and prioritize them based on their potential to become paying customers.

The technology takes into consideration:

  • The buying intent of the prospects (e.g., are they in the market for a solution like yours?).
  • The topics they are actively researching.
  • The pages on your website they’re looking at.
  • How they fit within your ICP.

For example, Warmly offers sales teams information on different client accounts, including their ICP-fit score, their trend, intent signals, and research intent.

#4: Sales forecasting

AI sales forecasting uses machine learning algorithms to analyze large quantities of data to identify patterns and trends that can help your sales team predict future sales performance. 

There are sales tools like Gong AI that leverage signals to help your sales team predict which customers are likely to convert.

The way it works is that the platform uses 300+ unique signals within your CRM data and customer interactions to help you create accurate deal and sales forecasts.

These platforms can also alert your sales reps when a deal is close to being lost and highlight potential causes to help your human sales team address them on time.

#5: Researching

One of my favourite AI for sales use cases has to be AI’s ability to scale account research for your sales team so they can send personalized messages.

For example, tools like UnifyGTM have an AI sales agent that can scrape your prospects’ websites, browse the Internet, and pull CRM data to help you learn more about your prospects.

The way it works is that the AI-powered sales tool automatically triggers research when a buyer or company meets specific criteria that your sales team has set.

The researching sales agent then goes on to scrape their website, search the web, and analyze data to learn more about the prospect.

It then combines contact, LinkedIn, and CRM data to help your team to personalize the messaging to each prospect.

Alternatively, there are AI tools like Clay that research each prospect in-depth and then allow you to ask the tool questions about the prospects, such as whether they are hiring at the moment.

#6: Personalizing outreach

Another AI use case for sales is the ability to personalize your outreach, whether it’s on email or LinkedIn.

For example, 6sense combines its 6sense Signalverse data, 6AI, and your organization’s content library to automate and personalize email workflows at scale.

The platform lets your sales team personalize cold or warm emails being sent out with elements such as:

  • The prospects’ company, industry, or job.
  • Information from the prospect’s LinkedIn account.
  • Specific keywords that the engine has figured out that the prospect is interested in (e.g., project management software).

6sense’s AI sales agent lets you generate and then automatically send emails that are personalized to your prospects using the tool's out-of-the-box agent playbooks.

➡️ The platform also tries to improve your email deliverability by utilizing custom sending domains and contact validation rules.

#7: Build prospect list

Your sales team can leverage AI to build targeted prospect lists that are based on your ICP.

Tools like Happysales help you build intelligent and highly-targeted lead lists using proprietary data sources with its machine learning algorithm.

The platform is sure that the prospect at hand is ICP-fit by running in-depth, real-time research into each prospect to find out if they are worth your sales team’s time.

Happysales will then provide your sales team with everything that they need to know about the prospect, including historical conversations with the AI chatbots on your website. 

It can then craft personalized emails and messages.

#8: Personalized video messaging

Your sales team can scale your personalized video outreach to boost both productivity and reply rates by prospects – with AI.

For example, Vidyard lets your sales reps create and send AI-generated video messages to prospects even when they're not available to record in person.

The way it works is that your human sales rep creates a custom AI Avatar by recording a 90-second training video or selecting from a library of stock Avatars.

The system then generates a script, which can be written manually or created using Vidyard's AI-powered script generator.

The AI Avatar records the video, which can be personalized with your prospect data.

Videos can then be created and shared with your prospects directly from browser extensions or integrated sales tools, such as Apollo, Salesloft, and Outreach.

#9: Recommendations on next steps

An underrated way of using AI for sales is to leverage its ability to judge the best next steps for your sales reps on certain leads.

I found this functionality to be especially helpful for junior SDRs who are still learning how to deal with complex deals.

For example, tools like ZoomInfo have a Copilot capability that can provide your sales reps with recommendations and suggestions.

Based on the screenshot from above, you can see that it suggested to the SDR that it’s a good time to reach out to the prospect at hand since they showed buying intent for SCO software.

It can detect relevant deal opportunities and suggest the actions that your sales team should take to close the deal.

For bonus context, such as when switching between reps, the Copilot provides detailed profile and deal summaries so everyone can catch up on the account.

#10: Analyzing sales conversations

Last but not least, your sales team can leverage AI-powered productivity tools like Fireflies to help them analyze sales conversations.

You’ve probably heard of Fireflies before and other similar AI note-taking apps (e.g., Otter AI, Jamie), but they are underrated when it comes to how useful they can be for sales teams.

Your sales team can use an AI-powered note-taking app to:

  • Transcribe and summarize sales meetings across Zoom, Google Meet, and Teams.
  • Automatically create notes that highlight key moments (e.g., pain points).
  • Generate meeting summaries with analysis on next steps, tasks, and questions asked by the prospects.
  • Detect buyer sentiment, identify talk-to-listen ratio, recognize critical topics, and measure your sales team’s performance during sales calls.

Fireflies AI, the tool in question, also comes with an analytics platform where you can see questions asked and get access to topic insights.

5 examples of companies that are (successfully) using AI for sales

I walked you through different ways that sales teams can use AI, but are there companies that’ve seen actual results from them?

Here are 5 examples of companies that successfully utilized AI for sales: 👇

#1: Kandji booked 2 qualified meetings in 8 minutes with Warmly’s AI Chat

Kandji is a device management platform for Apple devices that decided to give Warmly’s AI chat a chance.

The company started booking qualified sales meetings within a few minutes of utilizing our AI-powered sales chat from their website visitors.

The AI Chat accurately identified prospects' companies and generated personalized messages and then initiated conversations that led to meeting bookings.

Our system then notified their sales team on Slack when the prospects engaged with the AI chatbot so they could take over the conversation in real-time.

Here’s how the chat transcript looked like:

#2: Apricorn saves about 5 hours a week with ZoomInfo’s Copilot

Apricorn, a manufacturer of hardware-encrypted external data storage, has reduced email outreach time for their sales reps from 2 hours down to 20 minutes, which saves their team about 5 hours per week.

The manufacturer uses ZoomInfo’s Copilot to help them target good-fit prospects and highlight high-value deal signals.

This has also resulted in one of the sales reps seeing an immediate 10% increase in response rates.

Fast forward some time, the Copilot has successfully predicted nearly half of users’ existing pipeline, with 45% of opportunities in their CRMs matching Copilot’s recommendations to engage.

In terms of results in the end, the company’s sales team feels about 60% more productive with the sales copilot since they can optimize their sales flows and improve prospecting.

#3: ReviewThatPlace

ReviewThatPlace.com, a digital solutions company, decided to give Vidyard's AI Avatars a chance to create personalized video cover letters for each proposal.

The company was struggling to stand out in their crowded market and wanted to experiment with something new.

They were able to increase its daily personalized video output to 50 videos a day, which was previously impossible for them with manual recording.

In terms of results, the brand saw a 760% increase in proposal view rates – from below 5% to 43%.

The use of Vidyard’s personalized AI Avatar videos also led to a 400% increase in the rate of converting proposal views into meetings.

#4: Upwork

Upwork used Gong’s Forecasting to achieve 95% sales forecasting accuracy, even during organizational changes and economic uncertainty.

The company’s RevOps team was able to reduce forecasting time by 50% while increasing sales rep participation to 100% – streamlining their process from multiple tools to only using Gong’s platform.

Gong’s AI further helped Upwork with its real-time insights and AI-powered risk detection that helped it assess the health of its pipeline to uncover potential issues.

#5: Connectteam

Connectteam was facing challenges in scaling their personalized outreach without having to hire additional sales reps.

The platform was also struggling with a staggering 75% no-show rate on the meetings they were booking.

This is when they implemented 11x’s ‘’Mike’’, an AI-powered SDR, to handle personalized calls, schedule meetings, and follow-up to confirm attendance.

The AI sales agent handled 120,000 calls every month and was able to schedule 20 meetings per week with a conversion rate of about 40%.

Mike helped them reduce their no-shows by 73% and added a $30,000 increase in monthly recurring revenue without them having to expand their team.

Connectteam was able to save over $450,000 annually in SDR salaries while avoiding the need to hire additional staff.

Next Steps: Automatically engage ICP-fit prospects with AI Chat and 11x’s AI Sales Agent integration

I believe that the best sales reps will be the ones who can best utilize AI to save time and better engage their prospects with more personalized and targeted outreach.

To help sales teams prosper in the new ABM 2.0 era, Warmly offers:

  • A strategic partnership with 11x that combines their AI sales agent technology with Warmly’s data-led warm lead strategy to revolutionize your entire sales motion.
  • AI Chat that can converse with your website’s visitors based on pre-determined criteria and either book meetings for you or route to your human sales team.
  • Automate the search for high-potential prospects using AI technology, ensuring your sales team focuses on the right opportunities.

By signing up to Warmly, your sales team will also get access to:

  • The ability to identify potential buyers by tracking their interactions with your website and get insights into their interest level.
  • A wide range of accurate prospect contact details directly from the Coldly database, helping you reach out to the right people.
  • Simplify your meeting process with automatic meeting scheduling that removes the back-and-forth, ensuring a frictionless booking experience.
  • A Bombora integration that helps you proactively reach out to your warm leads, track who’s researching terms relevant to your product and brand, and get in front of them before your competitors do.

You can sign up for Warmly’s free plan and find out how it can fill your pipeline with qualified leads (the setup takes a few minutes), or book a live demo to see it in action first.

Best 10 AI Sales Agents In 2025 [Reviewed]

Best 10 AI Sales Agents In 2025 [Reviewed]

Time to read

Alan Zhao

Are you searching for the best AI sales agents to level up your sales motion in 2025?

I believe that the best sales leaders will have teams of AI-powered agents handling the grind so they can focus on high-impact work.

For those of you who want to be an early bird in ABM 2.0, I’ve prepared a list of the 10 best AI sales agents in 2025 that can help you research and reach out to prospects at scale.

What Factors To Consider When Evaluating AI Sales Agents?

#1: How can this AI Sales Agent help you improve your efficiency?

AI sales agents come in many different forms and with different use cases, which is why it’s important to see how the AI sales agent can fit into your existing sales process.

Here are the different types of AI sales agents, including (but not limited to):

  • Automatic outreach agents that will automatically reach out to your prospects on LinkedIn or via email based on pre-defined criteria (e.g., visited your pricing page).
  • Lead scoring AI sales agents that will automatically score and qualify prospective leads based on specific criteria. These agents try to predict the prospects’ likelihood to convert.
  • Chatbots that engage with your prospects in real-time.
  • Sales forecasting agents that use historical sales data to help your sales team prioritize leads.
  • Researching agents that scrape your prospects’ websites, search the web, and analyze data to package it for you.

#2: Does the AI sales agent integrate with your sales tech stack?

I’d recommend you to look for AI sales agents that can seamlessly integrate with your existing sales stack, including your CRM and other sales tools that you’re already using (e.g., sales prospecting tools).

➡️ Customization and ease of set-up are also factors to consider. You wouldn’t want to have developers building your workflows for you or not being able to customize them.

#3: Pricing structure (ROI is king)

Last but not least, you should consider the pricing structure of the AI sales agents.

For the longest time, it was thought that AI sales agents were only for enterprises with a big budget, but not anymore – in 2025, there are AI sales tools that are affordable for SMEs and can provide them with a measurable ROI.

What Are The Best AI Sales Agents In 2025?

Here are the 10 best AI sales agents on the market in 2025 that I shortlisted after reviewing 30+ agents:

#1: Warmly’s AI SDR Agent: Identify your warmest leads with Warmly and then automatically book meetings with 11x’s AI SDRs.

#2: HubSpot’s Breeze Agents: Save time from doing manual research on prospects.

#3: Common Room’s Roomie AI: Automate the capture of buying intent signals.

#4: Salesforce’s Einstein SDR Agent: Set up a smarter AI chatbot on your website to book meetings for your sales team.

#5: Vidyard’s AI Avatars: Scale personalized video outreach.

#6: Clay’s Claygent: Automate prospect research and qualification processes.

#7: 6sense’s AI Email Agents: Automate and personalize their email outreach campaigns at scale.

#8: Artisan’s Ava: Scale outbound while still sending out personalized messages to prospects.

#9: UnifyGTM: Research prospects in-depth and generate human-like emails that stand out in your prospect’s inboxes.

#10: Bluebirds: Scale prospecting efforts and prioritize accounts that are more likely to convert.

#1: Warmly’s AI SDR Agent

We at Warmly have recently partnered with 11x to combine our best-in-class research intent data with 11x’s next-level AI SDRs.

Our partnership makes up what we believe to be the best AI sales agent for sales teams in 2025 to book more meetings on autopilot with ICP-fit prospects.

You can identify your warmest leads with Warmly and then automatically book meetings with 11x’s AI SDRs.

How Does Warmly’s AI SDR Agent Work?

Following Warmly’s new 11x partnership, sales teams can automatically push de-anonymized, enriched contacts to 11x via webhooks.

Instead of manually reaching out to your prospects after identifying them with Warmly, 11x’s AI SDR will use Warmly’s warm lead data to prioritise contacts to reach out to based on intent signals, such as:

  • Website activity (e.g., visited your pricing page).
  • Chatbot interactions.
  • Research intent.
  • Email engagement.
  • Recorded sales activity in your sales CRM.

➡️ You can find your 11x webhook URL in the corresponding Integrations tab in your Warmly account.

Here’s how the process looks like:

  • Warmly de-anonymizes your website visitors (both companies and contacts so your outreach can be more targeted).
  • Our platform filters leads based on intent signals and any existing segmentation rules that you’ve set up in your account.
  • The prospects are then funnelled to the best-fit outreach path based on their intent.

➡️ Cold leads → Chatbot, email.

➡️ Lukewarm leads → AI Chat, email.

➡️ Warm leads (showing some intent signals, but they're not quite there yet) → High-volume, autonomous calling, LinkedIn and email outreach with 11x’s AI SDRs.

➡️ Hot leads (they're showing the highest levels of intent but need strategic messaging to get them over the line) → Warm calling, LinkedIn and email outreach with your human sales reps.

💡 While 11x’s AI SDRs are great for high-volume, low-touch outreach with your cold, lukewarm, and warm leads, it should be your human sales development reps being looped in for the high-intent accounts.

This workflow can also be customized. You can use segments to narrow down your leads to people who’ve fulfilled specific intent signals.

For example, you can create an AI SDR campaign for prospects who have researched your competitors or leads who have already interacted with your website’s chatbot.

Warmly and 11x’s partnership did not aim to create a spammy AI sales agent that would just bombard your prospects with call-to-actions.

➡️ Our AI sales agent has built-in quality checks to ensure that every message you send out is effective, compliant, and aligned with your brand voice.

Your sales team will be able to focus on nurturing high-priority leads by leaving the legwork to 11x’s AI SDRs.

Book a demo to find out more about this sales workflow that can book you meetings with qualified leads on autopilot using intent data.

What if I don’t use 11x already?

If your sales team does not already use 11x, we offer Warmly users a huge discount on adding 11x to their revenue orchestration.

So, in addition to Warmly’s website visitor de-anonymization, intelligent warm lead scoring, and live website video chat, you can automate personalized omnichannel outreach with 11x’s AI SDRs. 

Pricing

Warmly offers a free forever plan that allows you to identify up to 500 companies and individuals visiting your website per month.

In addition to that, you can set up ICP filters to quickly identify high-quality leads and automate basic lead routing.

However, you wouldn’t get access to the AI sales agent capability with 11x on the free tier.

There are three paid tiers to choose from to access the AI sales agent:

  1. Data Only: Starts at $333/mo when billed annually or $499/month when billed monthly, and includes unlimited seats, 5,000 monthly visitors revealed, first-party intent signals, alerts, and access to Warmly’s prospecting database.
  2. Business: Starts at $19,000/year for up to 10,000 visitors or $45,000/year for up to 75,000 visitors, which adds plus second-party signals, sales orchestration, and lead routing.
  3. Enterprise: Custom pricing, which lets you identify a custom number of visitors, includes everything in Business plus custom signals and warm calling.

Pros & Cons

✅ Integration with 11x’s industry-leading sales agents to build and customize your AI SDR.

✅ Identifies companies and individuals visiting your website.

✅ Enriches each identified lead with detailed B2B intelligence and reveals intent data.

✅ Live sales engagement capabilities.

✅ Reveals who your hottest leads are right now.

❌ You’d have to be on the paid plans to access Warmly’s AI SDR capabilities.

#2: HubSpot’s Breeze Agents

Best for: Saving time from doing manual research on prospects.

Similar to: Common Room’s Roomie AI.

HubSpot’s AI SDR, Breeze Prospecting Agent, helps your sales teams focus their outreach efforts on quality leads.

How Does HubSpot’s Prospecting Agent Work?

HubSpot’s Breeze Prospecting Agent identifies and prioritizes top prospects within your (HubSpot) CRM based on your ideal customer persona (ICP).

The AI sales agent then researches each target company to learn more about their business and the prospect in question.

After it has collected the necessary information, the AI agent then crafts a personalized email and automatically sends it to your prospects at an optimal time.

Features

  • The workflow is fully customizable: You can build multi-step email workflows.
  • The AI sales agent looks for signals of intent and activity and then crafts personalized emails.
  • The AI SDR is trained to do its own research and find context from your CRM to personalize the emails at scale.

Pricing

Apart from paying for HubSpot’s paid plans, which is a conversation for another day, you will be able to use Breeze Prospecting Agent with a credit-based system.

➡️ The pricing of the credits will depend on your HubSpot subscription tier.

For example, if you are on the Starter plan of HubSpot, you’ll have to pay around $50/month for 100 Breeze Intelligence credits.

As for customers on the most expensive plans, they’ll be charged $30/month for 100 credits.

Pros & Cons

✅ Fully customizable AI workflow that can save your sales team a lot of time in manual research.

✅ You can build multi-step email campaigns.

✅ Personalization via research at scale.

❌ You’ll have to use HubSpot as your CRM.

❌ Running this automation at scale will probably get expensive due to the credit-based system.

#3: Common Room’s Roomie AI

Best for: Automating the capture of buying intent signals.

Similar to: HubSpot’s Prospecting Agent.

Common Room is an AI-powered platform designed to help sales teams identify and act on buying signals efficiently. 

The platform offers RoomieAI sales agents that automate pipeline generation, personalize outreach, and provide actionable insights based on advanced data analysis.

How Does Roomie AI Work?

Roomie AI starts off by capturing buying intent signals. The AI sales agent identifies buying signals, such as job changes, website visits, and product interest, to prioritize prospects.

The sales agent then automatically scores the prospects and prioritizes them. 

It then suggests to your sales team which outbound play (Common Room’s automations) would be an ideal fit for them.

➡️ If you want to take it a step further, the AI sales agent can also craft outbound messages using intent signals and customer data.

Features

  • The AI sales agent can automate almost every step of pipeline generation, from signal detection to suggested outreach messages.
  • Person360™ Waterfall Enrichment: Doubles enrichment match rates by integrating data from dozens of partners for precise lead profiles.
  • Signal-based prospecting: The sales agent identifies buying intent signals and helps your human sales team act on them.

Pricing

Common Room has three pricing tiers:

  1. Starter: Starting at $999/mo, includes 2 seats, up to 35k contacts, unlimited alerts, workflows, and segments.
  2. Team: Starting at $1,999/mo, includes 3 seats, up to 100k contacts, and everything in Starter.
  3. Enterprise: Custom price, up to 10 seats, 200k contacts included, all integrations, and everything in Team.

Pros & Cons

✅ The sales agent tracks intent signals across the web.

✅ Automatic scoring and prioritization of prospects.

✅ The AI SDR can craft outbound messages using intent signals and customer data.

❌ Annual billing only.

❌ Limited customization options, according to G2 reviews.

#4: Salesforce’s Einstein SDR Agent

Best for: Setting up a smarter AI chatbot on your website to book meetings for your sales team.

Similar to: N/A.

Salesforce's Einstein SDR Agent is an autonomous agent that has been designed to automate initial customer interactions and pipeline nurturing.

The platform helps you free up some of your sales development representatives' time so they can focus on higher-value activities. 

How Does The AI Sales Agent Work?

According to Salesforce, the Einstein AI sales agent autonomously engages with inbound prospects to nurture your pipeline 24/7.

Unlike other chatbots on the market that can only answer specific programmed questions, Einstein SDR Agent makes decisions and prioritizes actions that align with the desired outcomes and analyzes a prospect’s question to autonomously determine what to do next.

‘’What to do next’’ in this context can mean answering product questions, handling objections, or scheduling a meeting with your prospects. 

Each response is accurate and personalized to the prospect because it is grounded in your (Salesforce) CRM.

The goal of the Einstein SDR Agent is to seamlessly transition leads to your sellers and to handle multiple leads at once, across channels, and in various languages.

Features

  • Fully customizable: You can choose the AI sales agent’s tonality and topics to discuss and customize the lead assignment (e.g., <$10k leads).
  • Multichannel and multilingual: The AI sales agent can engage with your prospects on their preferred channels, including SMS and WhatsApp, in different languages.
  • Seamless hand-off from the AI agents to your human sales team: The agent will notify and brief your sales team with curated meeting preparation and a summary of critical lead information after it schedules a meeting.

Pricing

Salesforce does not disclose the specific pricing of its AI sales agent, so you’ll need to contact them to learn more about the pricing structure.

Pros & Cons

✅ Nurture your pipeline in any region and at any time of the day.

✅ Fully customizable.

✅ The AI sales agent is multilingual and multichannel.

❌ You’d have to use Salesforce as your CRM to use their AI SDR.

❌ Pricing is not disclosed.

#5: Vidyard’s AI Avatars

Best for: Sales teams looking to scale personalized video outreach.

Similar to: N/A.

Vidyard's AI Avatars is a video sales agent designed to enhance your sales teams' efficiency and engagement through personalized video messaging.

This interesting platform lets your sales representatives create and send AI-generated video messages to prospects even when they're not available to record in person.

How Do AI Avatars Work?

The way Vidyard’s AI Avatars work is that a user (your human SDR) creates a custom AI Avatar by recording a 90-second training video or selecting from a library of stock Avatars.

The system then generates a script, which can be written manually or created using Vidyard's AI-powered script generator.

The AI Avatar then records the video, which can be personalized with your customer data.

Videos can then be created and shared with your prospects directly from browser extensions or integrated sales tools, such as Apollo, Salesloft, and Outreach.

Features

  • Multi-language video generation in over 25 languages for large enterprises that sell internationally.
  • Integration with popular sales tools like Salesloft, Apollo, and Outreach.
  • An AI-powered script generator for crafting personalized messages.

Pricing

Vidyard offers a free plan that lets you create a limited number of videos every month and access to the platform’s stock AI Avatars.

To get access to the platform’s advanced features, you’d need to be on one of its 3 paid tiers:

  • Starter: $59/month/seat, which adds full video analytics, a branded sharing page for your videos, and template CTAs to improve engagement.
  • Teams: Custom pricing, which adds CRM/MAP integrations, folder management, and fully customizable CTAs.
  • Enterprise: Custom pricing, which adds custom AI Avatars, unlimited integrations, and custom permissions.

Pros & Cons

✅ A generous free plan that lets you access its video editing tools and video sharing options.

✅ Video analytics to track performance.

✅ Integrations with Salesloft, Apollo, and Outreach.

❌ Custom AI Avatars are available only on the Enterprise plan.

❌ Some users complain on G2 that some of their videos were not saved correctly.

#6: Clay’s Claygent

Best for: Sales teams looking to automate prospect research and qualification processes.

Similar to: UnifyGTM.

Clay's AI Research Agent lets you automate the process of gathering information about companies and prospects. 

This agent helps you eliminate manual research so your sales teams can focus on more critical tasks.

How Does The Claygent Work?

The way Claygent works is that it reviews the list of provided domains autonomously and then extracts relevant information about these prospects from the Internet.

The purpose of the AI sales agent is to help your sales team find out more about your prospects before reaching out to them or before having a conversation with them.

The information includes information such as job positions, stakeholders in the company, and office locations.

Your sales team can then ask the sales agent questions, such as whether the prospect’s company is hiring right now or about the competitors of the target company.

Features

  • Answer detailed questions about your prospects, such as if they are hiring or if they have a podcast.
  • The sales agent can enrich both company and people data from various sources from the Internet.
  • The platform uses Clay's existing data enrichment and outbound campaign tools to combine data enrichment capabilities with automated outreach.

Pricing

Clay has a free forever plan that provides 100 monthly search credits and limited access to its features.

If you need more credits and features, you can choose from 4 pricing tiers:

  • Starter: $134/month when billed annually for 24,000 credits/year, which adds up to 5,000 searches per month of people and companies, access to phone number enrichments and the ability to use your own API keys.
  • Explorer: $314/month when billed annually for 120,000 credits/year, which adds up to 10,000 company searches per month, webhooks and email sequencing integrations.
  • Pro: $720/month when billed annually for 600,000 credits/year, which adds up to 25,000 company searches per month and access to CRM integrations.
  • Enterprise: Custom pricing for a custom amount of credits for up to 50,000 company searches per month and AI prompting support.

➡️ Find more about the platform’s pricing structure in our in-depth Clay pricing guide.

Pros & Cons

✅ Research ICP-fit prospects before reaching out to them.

✅ Ask the AI sales agent any question about the prospect in question.

✅ Generous free plan that includes Claygent so you can test the AI sales agent at no cost.

❌ The platform’s credit system is reportedly overpriced.

❌ There’s a steep learning curve for the tool.

#7: 6sense’s AI Email Agents

Best for: Companies looking to automate and personalize their email outreach campaigns at scale.

Similar to: N/A.

6sense's AI Email Agents offer a powerful solution for businesses looking to scale up their pipeline without increasing headcount.

The platform combines its 6sense Signalverse data, 6AI, and your organization’s content library to automate and personalize email workflows.

How Does The AI Email Agent Work?

The way the AI sales agent works is that it leverages 6sense’s Signalverse data and 6AI to create personalized email workflows.

The AI sales agent lets you quickly generate and automatically send emails that are personalized to your prospects using the tool's out-of-the-box agent playbooks.

It can:

  • Automatically craft and send responses to incoming emails.
  • Book meetings for your sales team based on prospect interactions.
  • Use machine learning to classify incoming emails and understand context.
  • Utilize custom sending domains and contact validation rules to improve deliverability and ensure that the email lands in the inbox and not in spam.

Features

  • AI Email Writer: AI-crafted content for personalized 1:1 email sequences.
  • Reply Automation: Automatic delivery of relevant, context-aware follow-ups that help you book more meetings.
  • Email Deliverability: Built-in inbox warming and custom sending domains to ensure emails land in inboxes.

Pricing

6sense has a free plan that provides:

  • 50 credits/month.
  • Buyer Discovery.
  • Contact & Company Data.
  • Alerts.
  • List Management.
  • Chrome Extension.

If you need more, you can upgrade to one of 6sense’s three paid plans:

Team: Includes everything in Free plus:

  • Technographics
  • Psychographics
  • Web, CRM, and SEP Apps
  • Add to CRM/SEP
  • Dashboards.

Growth: Everything in Team plus:

  • 6sense Intent (Keywords)
  • 3rd Party Intent
  • Corporate Hierarchy
  • Prioritization Dashboards

Enterprise: Everything in Growth plus:

  • Predictive AI Model
  • AI Recommended Actions
  • CRM & MAP Activity.

6sense doesn’t disclose prices on its website, so you’ll have to contact its sales for more details.

However, Vendr provides some helpful insights into 6sense’s pricing policy, noting that the average 6sense contract value is a staggering $123,711.

Pros & Cons

✅ Identify the right people at high intent accounts and engage them with personalized emails.

✅ Features to improve email deliverability.

✅ Intuitive interface.

❌ Costly when compared to other platforms on the market.

❌ Doesn’t identify individual stakeholders visiting your website, which is why some people have been looking for 6sense alternatives.

#8: Artisan’s Ava

Best for: Scaling outbound while still sending out personalized messages to prospects.

Similar to: N/A.

Artisan offers an AI SDR named Ava that helps you automate the entire outbound demand generation process.

The sales agent works alongside your sales team inside Artisan’s all-in-one sales platform. 

How Does Ava Work?

Ava is a multifunctional AI sales agent that can perform a variety of tasks, including (but not limited to):

  • Setting up outreach campaigns targeting your ideal customer personas (ICP) across email and LinkedIn.
  • Mining data on prospects by browsing the internet, including technographics, firmographics, and demographic information.
  • Preparing and sending out multi-channel sequences using email and LinkedIn.

  • Crafting personalized messages for your prospects using a ‘’personalization waterfall’’ approach where Ava identifies the optimal personalization approach for each prospect (e.g., referencing LinkedIn posts or job changes).
  • Automatically detecting positive responses from prospects to deliver them to your sales team.

Ava also tries to learn on the go, as the AI sales agent improves its writing style based on feedback and performance.

Features

  • Email deliverability management: Ava warms up mailboxes, monitors health, and adjusts sending limits.
  • Data mining: The AI sales agent accesses various data sources for up-to-date prospect insights.
  • AI-powered personalization: Ava can identify optimal personalization approaches for each prospect.

Pricing

Artisan does not disclose Ava’s pricing, so you’d have to contact their team to get a product demo and a quote.

Pros & Cons

✅ Ava can detect positive responses from prospects and deliver them to your sales team.

✅ The sales agent warms up mailboxes, monitors health, and adjusts sending limits.

✅ Advanced personalization capabilities for higher engagement rates.

❌ Requires initial setup and training to align with your company’s messaging.

❌ Pricing is not disclosed.

#9: UnifyGTM

Best for: Researching prospects in-depth.

Similar to: Clay’s Claygent.

Your sales and marketing team can leverage UnifyGTM’s AI Agent to scale account research and personalized messaging on your website.

The platform uses AI to scrape websites, Google, pull CRM data, and more – to help you learn more about your prospects.

How Does The AI Sales Agent Work?

The way it works is that the AI sales agent automatically triggers research when a buyer or company meets specific criteria that you’ve set.

The AI sales agent then goes on to scrape their website, search the web, and analyze data to learn more about the prospect.

It then combines contact, LinkedIn, and CRM data to help you personalize your messaging to the prospect.

➡️ The sales agent can also help you generate human-like emails that stand out in your prospect’s inboxes.

Features

  • Real-time activation based on buyer or company triggers.
  • Full visibility into the AI research and decision-making process so your sales team can double-check the prospect information.
  • The in-depth research is done by can scraping your prospects’ website, browsing the web, and analyzing data at scale.

Pricing

UnifyGTM has a tiered subscription pricing as well as a credit-based system for using the platform’s features to reveal companies, phone numbers, and email addresses:

  • Growth: $700/month when billed annually, which gives you access to 30,000 credits, 2 Active Plays, 3 platform users, 1 email-sending user, and 5 Unify managed inboxes.
  • Pro: Custom pricing, which gives you access to 100,000 credits, unlimited Plays, 5 platform users, 2 email-sending users, and a white glove onboarding experience.
  • Enterprise: Custom pricing, which gives you access to 200,000 credits, 10 platform users, 5 email-sending users, and SSO.

You can purchase credits separately if you run out of credits in your existing paid plan.

UnifyGTM’s credit-based system charges you:

  • 0.1 credit for each revealed company per month.
  • 2 credits for each B2B email you reveal per month.
  • 4 credits for each mobile phone number you reveal per month.
  • 1 credit per B2B champion tracked per month.
  • 5 credits per new hire per month.

➡️ You can check out our in-depth UnifyGTM pricing guide to figure out if the tool is the right option for you.

Pros & Cons

✅ Get access to intent signals from 10+ sources, covering first-party and third-party data.

✅ Automated Plays and Sequences.

✅ AI Agents that engage with your prospects in real-time.

❌ Limited visitor identification features, which is why some companies have been looking for UnifyGTM alternatives.

❌ The pricing model does not fit the budgets of smaller companies and start-ups.

#10: Bluebirds

Best for: Outbound sales teams looking to scale prospecting efforts.

Similar to: UnifyGTM, Claygent.

Bluebirds’ AI sales agent is an AI-powered sales prospecting tool that helps sales teams scale their outbound efforts.

The AI agent is capable of researching, prioritizing, and engaging with the best leads, allowing your sales representatives to focus on meaningful conversations with prospects and not manual outreach.

How Does The AI Sales Agent Work?

The way Bluebirds’ AI sales agent works is that it analyzes a vast database of 7+ million accounts to look at their firmographics and technographics.

It then ranks the accounts based on custom (you set them) buying signals and events that could have triggered them to look for a solution like yours.

The sales agent then enriches the contact using data from 15+ vendors and generates a shortlist of prospects that you can reach out to with personalized messaging.

➡️ What stood out to me about Bluebirds’ AI sales agent is that it’s capable of learning and adapting on the fly to improve its prospecting skills like a human sales rep would.

Features

  • The AI sales agent can rank the prospects using custom buying signals based on ‘’compelling’’ events. 
  • You can prioritize accounts that are more likely to convert by combining signals from trusted public data sources, your CRM, and third-party intent.
  • Automated buyer circle enrichment with contact data from 15+ data vendors that Bluebirds has partnered with.

Pricing

Bluebirds does not publicly disclose its pricing, so you’d have to contact their team to get a product demo and pricing information.

Pros & Cons

✅ Saves your sales team some time by automating research and prioritization of leads.

✅ Improved targeting accuracy with the tool’s multi-source data enrichment.

✅ Can set up custom buying signals based on ‘’compelling’’ events. 

❌ Pricing is not disclosed.

❌ The product is relatively new, so it has not been as battle-tested as other alternatives on the market.

Next Steps: Automatically engage ICP-fit prospects with Warmly’s AI Sales Agent integration 

We believe that AI sales agents are the future of account-based marketing. 

Our partnership with 11x combines cutting-edge AI sales agent technology with Warmly’s data-led warm lead strategy to revolutionize your entire sales motion. 

By signing up to Warmly, your sales team will also get access to:

  • The ability identify potential buyers by tracking their interactions with your website and get insights into their interest level.
  • A wide range of accurate prospect contact details directly from the Coldly database, helping you reach out to the right people.
  • Simplify your meeting process with automatic meeting scheduling that removes the back-and-forth, ensuring a frictionless booking experience.
  • Engage website visitors in real-time with intelligent chat features designed to convert inbound traffic into meaningful leads.
  • Send leads to the right salesperson automatically and notify them via Slack if a high-intent lead is active on your website.
  • A Bombora integration that helps you proactively reach out to your warm leads and track who’s researching terms relevant to your product and brand and get in front of them before your competitors do.
  • Automate the search for high-potential prospects using AI technology, ensuring your sales team focuses on the right opportunities.

You can sign up for Warmly’s free plan and find out how it can fill your pipeline with qualified leads (the setup takes a few minutes), or book a live demo to see it in action first.

RB2B vs ZoomInfo vs Warmly: Which One Is the Best? [2025]

RB2B vs ZoomInfo vs Warmly: Which One Is the Best? [2025]

Time to read

Alan Zhao

RB2B vs ZoomInfo - which platform is a better option for businesses looking to improve their lead generation efforts?

Read on and find out as I reviewed both tools in detail, covering everything you need to make an informed decision, including their:

  • Core functionality.
  • Pricing plans.
  • Overall user experience.
  • Key advantages and drawbacks.

There’s a bonus for everyone who finds neither platform does the trick for them - an alternative solution that checks some boxes that RB2B and ZoomInfo don’t.

Let’s begin!

RB2B vs ZoomInfo: Features

Whenever I review software, I like to begin with the basics - core features.

This is one of the key factors that helps you determine whether a solution is a good fit for your use case and goals, so there’s no better starting point.

RB2B Features

RB2B is a website visitor identification platform popular for its ability to identify the actual individuals surfing your website - not just companies.

It has several notable features, including:

1. Identifies individual stakeholders visiting your website

Unlike most website traffic tracking tools, RB2B can identify individual website visitors, allowing your SDRs to pinpoint the exact decision-maker looking around your website.

However, there’s a catch. Because of GDPR, RB2B works only on US-based website visitors.

This means that unless your website traffic comes primarily from the US, RB2B won’t be of much use to you.

2. Pushes website visitors’ LinkedIn profiles to your Slack

The moment RB2B identifies a website visitor, it proceeds to send their LinkedIn profile to a designated Slack channel.

As a result, your sales reps will be immediately notified when a warm lead lands on your website and can check out their LinkedIn profiles for relevant information.

This enables them to quickly detect leads that match your ICP and tailor their outreach based on the data on their LinkedIn profiles.

3. Hot Pages

Hot Pages is a feature that provides insight into your visitors’ website sessions, i.e., uncovers their first-party buyer intent.

It tracks how users interact with your website, highlighting the pages they visit, the time they spend on each page, the content they consume, and more.

This helps sales reps identify high-intent leads and prioritize them in their outreach strategies.

ZoomInfo Features

ZoomInfo is a sales platform that combines a vast B2B database with versatile functionality. It aims to provide a comprehensive sales solution for large businesses.

Several features stand out the most in comparison to RB2B, including the following:

1. Extensive B2B database

ZoomInfo is best known for its massive B2B database, which captures data on 260 million+ individual and 100 million+ company profiles and covers over 135 million verified mobile phone numbers.

It provides more than 300 company attributes to enable building highly-targeted lead lists and lets you track relevant changes in key accounts, such as job changes, acquisitions, new technology, etc.

2. Predictive analytics

ZoomInfo offers an advanced AI-powered predictive analytics model that helps you:

  • Keep your ICP fresh, relevant, and accurate at all times.
  • Detect accounts in ZoomInfo’s vast database that could match your product or services well.

Namely, the platform leverages your historical and real-time data, including demographics, pain points, purchasing behavior, etc., to continuously optimize and update your ICP.

At the same time, it analyzes your CRM data to recognize patterns in won and lost deals and best-performing accounts, enabling you to pinpoint leads that are most likely to convert.

3. Copilot AI assistant

Copilot is ZoomInfo’s AI assistant, which can be used to tackle a wide range of sales processes, including: 

  • Detecting opportunities.
  • Suggesting further actions (e.g., sending an email, connecting on LinkedIn, etc.).
  • Providing detailed profile and deal summaries to provide SDRs with a 360-degree view of each.
  • Personalizing emails.
  • Picking up relevant changes in important profiles and immediately notifying you about them.

With Copilot, you’ll give each sales rep a major productivity boost, as this feature helps them focus their attention and efforts on what matters most from the get-go.

RB2B vs ZoomInfo: Pricing

A software tool’s price - or, better to say, its value for money - is the next significant factor that can tip the scale in its favor or against it.

So, let’s see what the numbers are saying.

RB2B Pricing

RB2B has a free forever plan that provides 150 monthly credits for revealing website visitors.

On it, you also get access to the platform’s Slack integration, meaning that you’ll get visitors’ LinkedIn profiles pushed to a designated Slack channel.

All other features are omitted from the free plan.

So, if you’re a more advanced user that needs to go beyond basic website visitor identification, you can subscribe to one of three paid plans:

  1. Pro: $149/mo for 300 credits or $249/mo for 600, includes Hot Pages, Hot Leads, all integrations, excluding certain pages, etc.
  2. Pro+: $349/mo for 1000 credits or $499/mo for 2000, includes everything in Pro, plus traffic insights (but only if you opt for the annual plan) and deep CRM integrations.
  3. Custom: Custom pricing for users that need more than 2000 visitors identified per month.

Each plan lets you onboard unlimited users.

There’s also a 7-day free trial for the Pro and Pro+ plans.

ZoomInfo Pricing

ZoomInfo opted against publishing the exact prices for its packages.

According to its website, ZoomInfo has three plans - for Sales, Talent, and Marketing teams - all of which have custom pricing and lock you into annual contracts.

These packages differ primarily in the integrations and features they include, as each is designed for a specific user type.

You'll have to contact ZoomInfo's team if you want more detailed information, including a custom quote.

What I can tell you from the get-go, however, is that the price will depend on several factors:

  • Features and functionality.
  • Number of licenses.
  • Credit usage.
  • The type of intelligence you need (more robust info such as technographic attributes and org charts will create additional costs).
  • Add-ons you want included (e.g., Streaming Intent for revealing buying intent in real-time).
  • The integrations you need.

Moreover, according to Vendr, the average price of ZoomInfo Sales for mid-sized and large companies ranges from $50,200 to $161,900, meaning that this platform is most definitely one of the more expensive solutions on the market.

RB2B vs ZoomInfo: What Are the Users Saying?

Time to check what some long-term users have to say about RB2B and ZoomInfo’s overall performance.

RB2B Reviews 

TL;DR: RB2B users frequently experience issues with the accuracy of website visitor identification. Many users also find it disappointing that the platform can only be used for US visitors. Finally, numerous users are unsatisfied with the platform’s pricing policy and integrations.

“The main downside is the limited coverage, as it often identifies only a small percentage of visitors, primarily from the US. This limits its usefulness for businesses with a global audience. Additionally, the pricing jump from the free plan to the paid version is quite significant, which might be a hurdle for smaller businesses. Lastly, while they have many integrations, some key ones are still in development, limiting its functionality in more complex tech stacks.” - G2 Review

“Very low coverage and accuracy compared to Clearbit, Leadfeeder, and Apollo.

RB2B identifies mostly very irrelevant contacts at accounts that are not picked up by any of the other three - so in this case, the "net new" is not a good thing!” - G2 Review

“The credit-based pricing model is a drawback. After the free trial of 700 credits, costs jump from about $100/month for 200 credits to nearly $400/month for 700 credits, which can run out quickly depending on traffic.

Additionally, we’ve noticed discrepancies in some profile data—occasionally, the profiles RB2B identifies don’t match when those same visitors fill out forms on our website, making it challenging to trust the accuracy fully.” - G2 Review

ZoomInfo Reviews

TL;DR: ZoomInfo users most often complain about the tool’s pricing, data accuracy, and learning curve. However, most agree it is a powerful sales solution for large businesses in particular.

“It is expensive for larger small businesses looking to grow, especially in rural markets. It is a product that is "over our head" when it comes to need. I just don't think our market had a need for it at this price point. But I believe it would be beneficial for others in larger markets. Take that into consideration when making your choice. The product itself is great. I just don't think it's the right fit for everyone.” - G2 Review

“The tool itself can be a bit difficult to manage with multiple features from Workflows, Websights, formcomplete etc. Nice to have everything in one place, but things can often seem crowded. Aldo Advanced searches can be a nightmare at times. I always struggle to filter out Org Exported Contacts/ Accounts. The SFDC Icon is always glitchy on searches and duplicates always exist no matter what I do.” - G2 Review

“When it comes to the data itself, ZoomInfo says its data is 90% accurate. I would venture a guess that it is closer to 75%. Which is still pretty great considering the hundreds of millions of records they have. If they could fix three key issues: swapping someone’s current job with their last job, merging different people with the same name into one contact, and giving people the same “local” address as the company’s corporate headquarters, their accuracy score would come much closer to that 90%.” - G2 Review

RB2B vs ZoomInfo - Pros & Cons

RB2B

✅ Unlimited users on all plans.

✅ Reveals first-party buyer intent.

✅ Solid free plan for micro businesses and individuals with low website traffic.

❌ Credit-based pricing can lead to costs adding up before you know it.

❌ Limited integrations.

❌ Can identify only US-based website visitors.

ZoomInfo

✅ One of the most comprehensive B2B databases on the market.

✅ Chrome extension for accessing leads’ data on the go.

✅ A wide range of sales and marketing features let you handle various processes from a single point of control.

❌ Very expensive.

❌ Learning curve.

❌ Issues with data accuracy.

Want a More Comprehensive Alternative?

So, what happens if you decide neither platform is what you need?

No worries because Warmly might just do the trick in that case.

Warmly is a signal-based revenue orchestration platform that:

  • Identifies website visitors.
  • Reveals which of them are most likely to convert right now.
  • Lets you automate essential sales processes on top of buying intent signals.

Let’s look at some features that make Warmly so popular among GTM teams worldwide.

Warmly Features

Although the platform boasts a wide range of functionality, I’ll cover the most relevant ones to adequately compare it to ZoomInfo and RB2B.

Feature #1: Identifies website visitors and reveals their buyer intent

Similar to RB2B, Warmly identifies both companies and individuals visiting your website.

Every identified lead is enriched with granular B2B data that helps your reps determine which of them fit your ICP profile and tailor their approach accordingly, including:

  • Contact details (company and personal names, email addresses, LinkedIn profiles, phone numbers, etc.).
  • Firmographics (location, industry, size, etc.).
  • Technographics (the technology and software a company primarily uses).
  • Demographics (individual job roles, seniority, etc.).
  • CRM data (past interactions with your reps, won and lost deals, former champions, etc.).

However, that’s not all. Warmly also tracks intent data, translating it into actionable insights your reps can leverage to detect leads most likely to convert right now.

Warmly detects several types of intent data, such as:

  1. First-party intent: This includes intent signals leads left in your channels (website, app, etc.), such as website visits, the specific pages they visited, time spent on high-intent pages, recurring visits, etc.
  2. Second-party signals: These come from monitoring LinkedIn for things like job change intent, new funding rounds, etc.
  3. Third-party intent: This includes the intent signals your leads left across the web, such as web searches that include keywords relevant to your product, visits to competitors’ websites or interactions with their ads, etc.

Why is this so important?

With this data at their fingertips, your SDRs can identify and prioritize your hottest leads from the start instead of wasting their efforts on cold or low-value leads.

As a result, you’ll experience more conversions and ROI before you know it.

Check out our product walkthrough to learn more about Warmly’s features in use:


‎

Feature #2: Comprehensive prospecting database

Warmly recently included a static B2B database, Coldly, to help you further improve your prospecting efforts and build targeted lead lists.

Coldly holds data on 200M+ accounts and contacts worldwide and has over 25 built-in filters (with the option for creating custom ones to fit specific business needs and industries) to help you find and reach your ideal customers more easily.

The data is refreshed daily, ensuring that all your B2B data is accurate, relevant, and up-to-date.

Feature #3: Sales automation 

Warmly has several automation features to help you put essential sales operations on autopilot and ensure that no high-value lead is missed again.

Firstly, the Orchestrator lets you streamline LinkedIn and email outreach by automatically adding high-intent leads to specific sequences.

It allows you to set up all the essential parameters, enabling you to completely customize it to fit your needs, goals, and target market, including letting you:

  • Specify the trigger that sets the sequence in motion (e.g., a visitor goes to a high-intent page, such as pricing).
  • Define the criteria the visitor needs to meet to be targeted (e.g., company size, industry, job role).
  • Set up the frequency at which you want the workflows to run and the maximum number of people targeted in a single account.
  • Decide what action you want the Orchestrator to take (e.g., sending a contextual email, personalized LinkedIn DM, or connection request).

Try it yourself 👇or watch it in action. 



Then there’s the AI Chat that leverages the power of AI to engage high-intent leads on your website by:

  1. Asking them qualifying questions.
  2. Answering their queries.
  3. Booking meetings.
  4. Offering relevant collaterals, etc.

The AI that powers AI Chat is fully trainable, meaning you can tailor it to your specific brand tone of voice and other requirements.

Finally, Warmly’s automated alerts notify sales reps via Slack whenever a high-intent lead lands on your website or takes a high-intent action. This significantly shortens the time to lead, increasing your chances of getting more conversions.

Note: On Warmly’s Business plan and above, you can also automate lead routing using the round-robin method or set up any other criteria by which you want leads to be distributed.

Feature #4: Live lead engagement

Warmly has another trick up its sleeve for users who want to make the most of the traction gained by the intent insights the platform uncovers.

Namely, Warmly lets you engage your leads in a live video call while they’re still on your website.

When you go to the “Warm Calls” section of Warmly’s dashboard, you can see who’s visiting your website and monitor their sessions in real-time.

Once your reps assess the time is right, they can hop on a video call straight from Warmly’s dashboard.

As any sales rep knows, nothing can help you close more deals than one-on-one meetings, so make sure to make the most of it.

Note: The Live Video Chat feature is available only on Warmly’s Enterprise plan.

Try it out here:



Warmly Pricing

Warmly offers a free forever plan that allows you to identify up to 500 companies and individuals visiting your website per month.

In addition to that, you can set up ICP filters to quickly identify high-quality leads and automate basic lead routing.

If you need more, there are four tiers to choose from:

  1. Micro: Starts at $499/mo when billed monthly or $4,000 when billed annually, includes unlimited seats, 5,000 monthly visitors revealed, first-party intent signals, alerts, and access to Warmly’s prospecting database.
  2. Starter: Starts at $15,000/year, everything in Micro, plus 10,000 monthly visitors, third-party signals, AI Chat, and CRM syncs.
  3. Business: Starts at $19,000/year for up to 10,000 visitors or $45,000/year for up to 75,000 visitors, everything in Starter, plus second-party signals, sales orchestration, and lead routing.
  4. Enterprise: Custom pricing, lets you identify a custom number of visitors, includes everything in Business, plus custom signals and warm calling.

Warmly Reviews

TL;DR: Warmly users agree on several points - the platform is very easy to install and integrate into existing tech systems, uncovers hot leads even on its free plan, and provides many efficient options for engaging leads while their interest is at its peak.

“Warmly has been great for our business. We've been able to identify interested customers using the trial version- and so far have been really happy. Warmly was really easy to implement and I'm very satisfied with the customer support. I think it's a fantastic tool and I'm really happy we found it through a recommendation from a friend!” - G2 Review

“The ability to proactively engage with anonymous website visitors has been a game changer for our team. Warmly's AI-driven autonomous chat seamlessly initiates personalized conversations with prospects while they’re still exploring our site, qualifying leads faster than before. Its capability to de-anonymize visitors, and enrich their profiles ensures that our outreach is always timely and relevant. Integration with Slack is great too. All of this for free.” - G2 Review

- Integration truly only took minutes to do, with minimal knowledge of website systems required.

- Generous free tier means you can get started quickly to see if it works for your business.

- BIG PLUS: Warmly sales team was informative and did not pressure us at all; truly felt like they wanted to do what was right for our business, not just to get us to upgrade. - G2 Review

Warmly Pros & Cons

✅ Identifies companies and individuals visiting your website.

✅ Enriches each identified lead with detailed B2B intelligence and reveals intent data.

✅ Versatile sales orchestration options.

✅ Live sales engagement capabilities.

✅ Reveals who your hottest leads are right now.

❌ Warm calling feature is available only on the Enterprise plan.

Reveal Your Hottest Leads with Warmly

There you have it - a detailed review of RB2B vs ZoomInfo, with Warmly as an additional option for users who need more than the first two platforms have to offer.

So, if you’re looking for a solution that provides versatile functionality, lets you identify and engage hot leads, and offers transparent pricing, Warmly is your best bet.

Sign up for its free plan and start identifying your hottest leads right now.

You can also book a demo with our team to learn how Warmly can enhance your lead generation and conversion strategies at all levels.

Read More

  • ZoomInfo Review: Learn more about one of Warmly’s top competitors, ZoomInfo, and what functionality it offers.
  • Cognism Review: Check out my review of Cognism, which is a direct competitor of platforms like Clay and Apollo.
  • Leadfeeder Review: Learn more about Leadfeeder’s pricing structure, features, customer support, and data quality.
  • 6sense Review: Check out my review of 6sense, going over its features, data quality, and integrations.
  • Best B2B Data Providers: Find the optimal B2B data platform for your use case.
  • Best Lead Intelligence Software: Find the best platform for gaining critical insight into your leads.
  • Best GTM Tools: Optimize your GTM strategy with some of the best GTM software on the market today.

Best Sales Intelligence Tools: Look beyond popular options like Apollo and Zoominfo to find the optimal solution for your use case.

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Alan Zhao
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