AI-enriched prospect research, list building, account targeting, scoring, prioritization, and routing

When account information, intent data, partner context, and buyer engagement all live in different systems, revenue teams have to piece together the story before they know how to engage. By the time they have the full picture, the moment has passed or a competitor has gotten there first.

When signals are fragmented across tools, revenue professionals lose time assembling the picture. When that picture is incomplete, the actions they take are less precise. On the other hand, if that context shows up where teams already work, they can prioritize faster, engage the right people sooner, and take the next best steps with more confidence.

The Gong ecosystem is built to close that gap by bringing key data and signals into the same place reps already work. That's why we're excited to now offer 400+ integrations through the Gong Collective, spanning the CRM, data, and foundational AI tools revenue teams already run on.

I have a Google Sheet that fills up with new leads whenever they come in for our product. I run a separate chat connected to Bright Data for search, Google Sheets, and Gmail. It looks up extra information on each lead, fills in the missing fields, and drafts a personalized email saved directly into Gmail.

Not long ago I’d have done a good chunk of this by hand. Now I hand over most of the clicking to AI. I still read every draft before it goes out and sometimes do adjustments. Nothing sends without me.

Do you use AI to run your sales team's outbound?

I'll die on this hill:

I use AI for:

• Buyer profile research (background, niche, role tenure)
• Signal detection across LinkedIn
• Lead scoring against ICP fit
• Reply triage and conversation state classification

Not everything, though:

Sales teams that fully rely on AI to write every message are the ones with 2% reply rates.
We send thousands of DMs across our team.
Voice consistency at scale needs automation.

I don't use AI for:

• The actual opener phrasing
• The first reply to a curious prospect
• Earning trust on the first message
• Spotting which conversations are worth my reps' time
• Firing off generic "I hope this finds you well" DMs

Don't run a sales team like a script - the relevance layer still needs a human brain on it.

AI can help the sales process. But it can also hinder it.

I think we've all been guilty of this.
Start a chat with AI.
Get some good info.
Then use it.

Without checking it first.

I love using AI to support the sales process. It's helping me conduct research.

Build my point of view before I reach out.

But there's a non-negotiable step in my process.
The manual one.
Cross-check the information. Make sure it's accurate.

Then adjust accordingly.

Because the moment a buyer spots something that's wrong, you don't just lose the point.

You lose the trust.

And trust is the one thing AI can't rebuild for you.

If you use Claude from Anthropic, add Apollo as a connector and do real Apollo work without leaving the chat.

In one conversation, you can:
- Find prospects using natural language
- Enrich people or companies
- Create or update contacts
- Draft and send one-off emails
- Create sequences, improve steps, and generate variants
- Add contacts to an existing sequence
- Create and manage tasks
- Analyze your team's performance

Most companies already pay for AI tools inside HubSpot. Far fewer have turned them on, and almost none have connected them into one system. That gap was the focus of our recent webinar with Vonazon, a HubSpot Elite Solutions Partner. The session traced a full revenue journey, from AI search visibility all the way to a booked meeting, and ended with the moment everyone talked about in the chat: an Aloware AI voice agent calling a real phone live, qualifying the lead, and writing every answer back to HubSpot on its own.

This one Claude prompt replaced 3 hours of buyer research for every team I work with down to 5 minutes.

I timed it.. so no lies here.

So most of the teams that you coach and lead find a signal that says... "I see your company just raised funding"... type stuff that every other rep is also saying.

So I built a prompt that does the deep research in about 5 minutes. And I mean actually deep... not some fluff insight.

I'm talking specific challenges tied to the role.... What buying signals happen within your inbound process.. Trigger events that signal buying readiness... Even the reasons they might resist your solution so your reps aren't blindsided on calls.

Here's the prompt:

"You are a B2B intelligence expert with 20+ years of experience researching buyer personas and creating targeted messaging strategies. Conduct a deep dive on the following persona: [insert Persona] in [insert Industry].

Identify the top 3 pain points most relevant to this persona's role and business context in (current year). Look at my inbound conversations and find 3 correlation points. List 3 trigger events that typically create readiness to buy. Outline 3 reasons this persona might resist your solution.

Ensure all output is practical, specific, and grounded in real-world B2B dynamics. Now explain this to me so I know you understand the process."

So.. I run this inside Claude as a project. That way the context stays loaded and every rep on the team can access it without re-entering the setup every time.

But here's the part most people miss and it drives me crazy...

Don't have your teams just copy and paste this....

Because AI doesn't know your buyer.... AI knows patterns about your buyer. ...The rep's job is to take that intelligence and make it HUMAN... to connect a dot the AI couldn't see.

That's the workflow we build inside our program Sales Team Six.

The teams using this workflow are starting more conversations because their messages sound like someone who actually studied the buyer.

Not someone who prompted a bot and hit send.

P.S. Anyone else have any cool AI workflow stories to share?

P.S.S for longer form videos.. going to put my YT channel in comments.

Hacking my way to P-Club using AI as a sales rep. Here's what's working:

1. Claude MCP + CRM + AI enrichment tool to make value pyramids, company initiatives, goals, etc: Build a .MD file that's really good at it, and you can just plug in top accounts to learn your approach in 5 minutes. Outcome is .html files you can review as a dashboard.

2. Claude MCP + CRM + LinkedIn Sales Nav Connector + AI signal enrichment tool (I use Backstory) + Apollo: This is the crazy one. Automatically prioritize accounts > use value pyramid memory > build prospect list > write emails > *human review* send emails. 10~20 great emails a day on autopilot. Closest I've felt to being a hacker.

3. Important meetings moments feed: (CRM + AI signal Enrichment) this is a uniquely powerful one. When anyone at my company (like an exec) connects with anyone across my book of business, I get a notification. For example, our head of product meets with a head of product at a different company to network. Sean comes knocking for intros.

4. Pipeline weakness signals (CRM+ AI Signal Enrichment) : Got a signal engine set up over my forecasting tool that tells me what opps I'm winning and losing. Spend a lot of time trying to strengthen the weak ones. Think Clari, but much more memory/stronger AI machine learning modeling using activity signals. Gives me recommendations for actual actions.

5. Gift card or swag bribing glory: this one is a bit controversial, but can work if you do it right. Gift cards are currently an 18:1 ROI for pipeline development. I vibe coded a swag landing page that showcases my offering in <5 min and they can unlock the custom swag. Possible good way for your BDR to meet with IC's/manager level to learn more info about the company. Doesn't have to be you, so you can keep separation. It's not a play for execs.

What else are people using AI for right now? Teach me something!

Today we are launching new Workflows - Attio's engine to orchestrate AI agents alongside your team.

You can now ask Attio in plain language to create a custom agent or build a workflow for you. While your reps run deals, agents handle the work around them - researching leads, prospecting, scoring and more. Built on top of Universal Context like no other CRM.

We’ve been using this internally over the last few weeks and it’s unlocking more use cases every day (this morning we built a live countdown on our London HQ Vestaboard with the code execution block, all from inside our Attio workspace).
attio.com/workflows

HubSpot just quietly let AI agents run inside your workflows.

The new "Run Agent" action (private beta) drops any Breeze agent in as a workflow step. Not a separate tool. An actual node in your automation.

A CRM event fires it → you pick the data the agent sees → it reasons → the output updates the record, routes the owner, or sends the follow-up.

Three I'd build first:

1- Form submitted → agent scores the lead → route to the right rep
2- Deal stage changes → agent briefs the account → alert the rep before the call
3- Ticket created → agent drafts a reply → set priority, notify owner

It's capped at 500 runs a day and free while in beta. That changes when it ships, so test it now.

For RevOps teams, this is the moment AI stops being a sidebar and becomes part of the machine.

What's the first workflow you'd hand to an agent? 👇

#HubSpot #RevOps #BreezeAI #AIAgents #SalesOps