Make Prospecting Easier with Regie.ai
Rocco Savage, Head of Growth, shows us how Sales Co-Pilots and Auto-Pilot Agents can autonomously design, build, and run a prospecting workflow to more reliably book meetings.
[MUSIC]
Hello everyone and welcome to Go to Market AI,
the future of your Go to Market tech stack.
I'm your host Sarah McConnell.
In these days, it seems like every company has AI,
but on this show, we want to go level deeper so you can see
first-hand how businesses are actually applying AI to solve your business
challenges.
We're going deep into the use cases and showing you live demos of
the latest and greatest in AI technology.
Today, I'm really excited to be joined by Racco Savage,
head of growth at Reggie AI.
Racco, welcome to the show.
>> Hey, thanks for having me Sarah.
>> Super excited to have you here.
We've worked with Reggie a couple of times in the past on webinars.
I love your guys' team over there and what y'all are doing.
But for listeners who don't know Reggie,
can you tell us a little bit about what does Reggie do?
Who are you guys helping?
We'll go from there.
>> Yeah, sounds good.
Reggie is a generative AI platformer,
the generative AI platform for revenue teams.
We've been working with AI since day one and generative AI
that date pre-ChatsiePT for folks that it seems like it's been,
ChatsiePT has even been out in the year, just FYI.
>> That's a thing.
>> So we've been doing this for about two of now,
a year, but we're building autonomous agents for
revenue teams to do various tasks as well as different productivity tools to
support sales reps on making prospecting easier.
>> That's awesome.
We've seen a few times on the show,
we've talked about sales assistance and how it can help sales,
but I think sales agents is a new concept to the show,
so I'm excited to dig into it and see.
So with that being said,
Rocco, I would love to jump into the good stuff,
which is the demo and see what Reggie AI can do.
>> Yeah, let's do it. Let's make it interactive.
Let me open up my handy-dandy slide deck here for everybody watching.
Don't worry, I'm going to only spend a few minutes on slides,
and then we're going to get into the good stuff.
All right? Just some quick context on the evolution of sales tech.
We think about where we've been for the past 15 years with this simple
automation.
You think about sales engagement platforms,
you think about marketing automation platforms,
and they have this analog or algorithmic component to it.
If then, very simple basic steps to make a rep doing
all these repetitive tasks hundreds of times over and over again.
>> Yeah.
>> Etcetera. Fortunately, what we've seen since generative AI has been out is,
now AI can support the rep in doing these tasks so much faster.
>> Right.
>> Right. >> So, so much faster.
Getting through LinkedIn Task Faster,
supporting on calls to put the right information in front of them at the right
time,
sending personalized emails much faster than you used to be able to do with
better brevity and better quality.
All these things are possible today.
We've been at this for about two and a half years.
We actually started out bringing AI sequence writing to market two and a half
years ago.
It was so crazy because pre-chat VPT folks are like,
"Can this thing even write an email?"
I don't trust AI can write anything.
Now, if you think about that 11 months post-chat,
it's like, "Yeah, of course it can."
>> You're later on there's blind trust and also they're like, "Of course it can
."
>> Yeah. It basically went from
"Can this thing write an email to connect to my brand voice,
my CRM and replace all my reps?"
Like literally overnight.
It was so wild.
So, you can imagine try to build a playbook for something like that when
everything just changes overnight,
but that was a ton of fun. We got through it.
What we also realized is we have a phenomenal co-founder and CEO and
Srinath Sridhar who loves to push elements of tech.
We've really been pushing what's possible with AI,
especially when it comes to our revenue motion.
If you think about all these different flows between lead and meeting,
whether it's inbound lead response,
outbound prospecting, nurturing old leads.
AI agents can do these tasks so well.
Now, AI has gotten to the point where it can actually do task execution.
So, we've moved on from the creative process of being able to write an email
or being able to create a picture or video and now can actually
repetitively execute tasks for you, which is wild to think.
So, the biggest contrast you can think of is if you're a go-to-market leader,
any template or email that supports between lead and meeting should be replaced
with an agent
over the next three to three years.
Because if not, you're still just sending the same templated emails over and
over and over again,
and now you can have a better outcome, you'll get better open rates,
it'll be more human, the emails are just so much better
because it actually analyzes the prospect and comes up with something a lot
more eloquent.
So, we'll talk about whether there's a use case today.
All right.
Now, to dig in a little bit further on what can this agent do?
Because you've seen a write in email, and that's fantastic, right?
That was like the first use case.
But what we're going to walk through today is number one, lead sourcing, right?
Whether it's the RevOps team put together the accounts and pull in the contacts
or marketing is doing it, or each Rev has to pull and source their own contacts
Today, agents can do that for you now.
You can actually remove that 20% of your week spent just trying to find
contacts and accounts,
literally into zero, so you can do more revenue generating activities with an
agent.
So, walk through how that works today, different use cases.
You know, messaging and sequence creation, core-sign-crate messages, core-sign-
crate sequences.
You know, you could do that in chat, GPT today, but what Reggie comes in is you
can actually
upload all of your persona messaging, your brain content, etc.
So, when you're creating the messaging, you're going to get the same messaging
all the way
through the customer journey.
So, you know, all those persona cards and persona docs and pain points that
marketing always
works so hard on, and then gives it over to sales, like sales, please use this
in your
sales messaging, and, you know, maybe 20% of the time it gets into the
messaging, now
it's actually in there, right?
Because the AI is rating it, and whatever they saw on that landing page,
whatever they
saw on that website is going to show up in the email, and it's going to feel
like you
know them throughout the process, not to mention everything's going to be
personalized these
days.
And, you know, campaign building, AI, there's no more, like, analog static
sequences.
Now, AI and emails and sequences work like ads.
You know, if you think about, you know, Sarah, if you and I are sitting here
talking about
our favorite deodorant, well, guess what's going to happen when we open up
Instagram?
Definitely deodorant ads.
Same to happen to me.
That's right.
And then if you click on that ad, guess what happens after that?
You're going to get a more deodorant ads from competitor, like your bloody de
odorant
ads.
Eager products that are just in the same space.
Yeah.
Exactly.
Exactly.
So, you know, we're all familiar with intent.
But for some reason, all of these systems have been, like, disconnected when it
comes
to sales emails.
Emails work like ads now.
It's all dynamic, right?
It can connect to intent, can connect with engagement, and the AI can actually
serve up
tasks either from an email perspective or to the actual rep based on that type
of engagement.
So now from a buyer perspective, they're actually going to be getting more
emails that
are more relevant and less phone calls that are irrelevant, which everybody
loves, right?
So, um, RevTech Insights and Analysis, just the messaging, the depth of detail
that you
can get from analytics standpoint.
We'll get through that today.
Taskits, in fusion, where we talked about it, performance management, just AI
and agents
can really support this in a great way.
So, a couple of use cases, just so you can think about, like, as you go back
and you're
looking at the gaps you need to fill from a go to market standpoint, or maybe
don't
have the headcount that you need in some of these motions.
And maybe your next hire should be an agent, you know, that can support it and
support your
tea.
You know, an agent can handle, you know, the typical SDR can handle 6,000
contacts a year,
an agent can handle 600,000.
So, you know, there's just, yeah, it's just a massive, massive change in
improvement in
our productivity.
Cold outbound, LinkedIn connection requests.
Now, this is really unique, you know, and you got to abide by the terms of
LinkedIn,
so there's no auto connecting.
But we got some cool motion there that really serves up the profile,
personalized, the LinkedIn
email agents can support that.
And it can connect to your data.
So, like, an opportunity is created, you want to send your CEO and CMO or
whoever it
is to connect with their exact level to make sure you've got those LinkedIn
connection requests
and agent can support that whole motion for you now.
Inbound, Lee, response, of course, sales nurture is huge.
Everybody's got a database of Lee that are sitting there and no one's working
on them.
Yes.
Everybody's got it.
Put an agent on it.
An agent will sit there and listen and listen for intent, listen for engagement
, send a personalized
email once a month, see how you're doing, checking in, and once something
clicks, it'll
serve it right up to the rep.
Call task, LinkedIn task, and you're often running.
So much better motion than your once a month, lose a letter.
I can guarantee it.
ABM multi-threading customer expansion.
Expansion accounts, fantastic use case.
So we'll get into building an agent today.
Sarah, what use case would you like to center this around?
You know, I feel like we've done a lot of marketing use cases as of late in the
show.
So I'm going to spend some time on cold outbounding.
I think it'd be interesting.
We've got reps here.
They spend, I think a lot of the things you talked about as far as like manual
tasks and
writing and LinkedIn connection requests, they spend a lot of time on that.
So I'm curious to see how Reggie can help them.
Love it.
Love it.
It's my favorite topic.
First and foremost, if you're going to get started with Reggie, the first thing
you're
going to do before you do anything is you're going to upload your bring kit.
And what this is is you sign up, we're going to get your company information
built in.
It's very easy to do.
You're just putting your website.
You're going to start drilling down on the description, your default paying,
your default
value prop, et cetera.
Save all that.
And then you can start uploading all your collateral and building out your
personas.
The important part about that is the AI knows the persona and they'll know it
and they'll
take the right messaging and the CMS and actually utilize that within the sales
emails.
So they'd be very targeted, always on brand, always direct to the persona.
And it's not generic.
Going out to a chat you can tee these days, you just don't know what's coming
back into
that email and you can't control it.
There's no guardrail.
So Reggie highly supports the brand messaging.
Now let's go ahead and create a create a agent.
Now we're going to go through a couple of steps here as I walk you through this
If you've ever set up an ad set, this is going to be very familiar to you.
Not a lot of that.
I'm doing not rock out.
I have a feeling.
That's right.
So you know what a look like audience is, you know how to upload your custom
audience.
You can do the same thing with emails now, which is super interesting.
So we're going to talk about discovery.
Discovery is how do we discover contacts and accounts?
Okay.
You talked about cold outbound.
So that's what we're going to utilize.
Let's say we have green field or we have a set of accounts in a in a in a in a
in a in contacts
in salesforce.
That's like our target list.
They closed the fastest with the highest ACV and we want more of the right.
So let's go ahead and grab that contact list.
And then what we're going to do is we're going to grab an exclusion list.
So let's say it's our customer list.
Right.
And we're going to scroll down here, make sure that it adds the right amount of
people
per day because it could add a lot more if you wanted to, but maybe you have a
certain
rep count.
You want to support that motion and not overwhelm them.
You can support that.
And then you want to get real targeted on what persona do you want to go after?
So let's say for this particular agent, we're going to go to SDP, sales, sales
and AO,
and head of business development.
Let's say we're selling AI agents to salespeople just for, you know, for the
sake of it, right?
And then let's go ahead and test it.
So what we're going to do is we're going to let the AI go through the different
databases
that we're just connected to and ensure that the personas and this list and
this audience
is exactly who we want to target first.
So plenty of guardrails set up.
So you can ensure that AI is not going to go crazy and email a bunch of people
that, you
know, are not relevant.
So you can see here right on target, head of business development, head of
business
development, right down the list here.
This looks great, right?
We're going to go ahead and save that.
Now what we're going to do, this is where it gets really interesting because
what we're
going to do is we're actually going to give the agent a bunch of tasks to do.
So you're literally telling the agent to go execute these tasks.
I mean, think about like the power here, like, you know, it's just wild.
This isn't a sequence anymore.
You know, those are over.
So the first thing we may want the agent to do is send an email, send a
personalized
email.
Notice here we got prompts built in.
So you can ensure that the emails are right on brand.
Just like, you know, I always tell folks like, take your best emails that are
working and
just we can reverse engineer it into a prompt.
So every single rep has the exact best email and email style that your best rep
has.
So you know, now there's a level playing field when it comes to messaging from
the entire
team.
All right.
So we got it subject line prompt, email body prompt, system prompt, right?
So we have like just a back end prompt that supports it.
And then we have a data source priority.
So what is it?
What is it actually prioritizing?
Well, when you write a personalized email, you can actually ask it to
prioritize different
data sources.
Yeah.
Yeah, see here, and you can actually bring in the CRM as well and bring that in
And you can add in custom fields.
So if you have certain data that's sitting on the contact object, like, you
know, you
name it, you can actually personalize to it.
So it's great for inbound lead response as well, because you can bring in the
lead source.
You can bring them the how to hear about us and personally.
Really cool.
I think it looks like you can like drag and drop them in order to, which is
cool.
So I can, yeah, funding is great.
I'm more interested in your work history, make it more personal versus your
company.
That's, that's really cool.
Yep.
Then you go ahead and test it.
So, you know, this will look up a certain, you can add in a certain email,
persona email,
prospect email, make sure the email looks great for you.
Right.
These emails are always written with best practices, nice and tight.
It shows the data source you use.
So you can see your work history.
Notice your career path.
Let's go ahead and delete that.
He doesn't tweet much.
I know that.
Let's add in a data source.
I know it would be interesting.
Company news that in, and then we'll move that up.
And then we can see it again.
Test it.
There we go.
You know, it's our release on our new and he's emailing all either.
So you know, it's bringing in the prompt.
That's really interesting.
I also, I just want to point out the data source you use.
I feel like this is a trend I've seen more and more having people on this show
is because,
you know, we kind of joked earlier, like chat, TBT, it went from like, it can't
write me an
email to all of a sudden overnight.
It's like blind trust, but jokes aside, like I do feel like people have a
tendency to worry.
Like, where is this coming from?
Like, why is it producing the output that it is producing?
And I love that you guys have the data source to use.
So it's not such like a black box feeling.
You're showing like, hey, this is why we wrote it.
Here's where we're pulling from and just having that built into the product.
I feel like it's so useful to build trust with your end users.
So I love that.
Yeah.
That's a great point.
I've never all started to receive some email that it's like, say, I just like,
it like
meshed in like my college and what I April, dinner last night.
Now he could know it's like, like, this is like a weird jumbled like email.
These are, you know, what I tried to do is like, you know, very make it very
targeted.
Like you can set up an agent just around, you know, if you even want to add in
more guardrails
just around company news or just around job titles or funding, et cetera.
And yeah, so that's how you set up an email.
Want to add some more tasks.
You know, you can set up a follow up email, add that in completely different
email, right?
Different prompt, different style, referral email.
And then if they start engaging, you're going to ask it to send the rep a call.
We got a call strip here, right?
System prompt.
Very cool.
Send the LinkedIn connection request.
So the agent will actually sit there and dynamically listen, listen to intent.
It'll connect to your intent provider.
We'll have intent in built into Reggie here shortly.
So it actually come out of the box.
And your reps never have to send another email again.
That's awesome.
If you want them to, you can actually have the agent, like a lot of folks do
want, especially
like when you're targeting like the above the line C suite.
Yeah.
Prospect.
You may want that manual email and an added touch.
So you can actually ask the agent to send your rep a manual task to start the
whole thing.
And then the agent can take over on the backend.
Oh, that's really interesting.
Okay.
So it's like, Hey, reminder to you, you need to go do it.
We're not just going to send it for you, but it's still going to help produce
the email
and what you could send.
You just have a little bit more oversight into it.
Yeah.
And I'll show you in co-pilot, like what I mean by like added touch because you
can really
get specific.
The way to think about it is a lot of us have like the typical sequence is
manual email
and then everything else is automated, right?
Besides the call and LinkedIn task.
Now you can do manual email and then agent takeover, no more template of emails
, all
you need to the prospect.
So you're replacing all those templates with agent emails that have personal
ization in
them.
That makes sense?
Yeah.
That's really cool.
Cool.
Couple of quick things to note here.
Now this is a demo instance.
So I don't have all the data, but this is a marketers dream.
And I'll tell you why you can actually come in here and look at the specific
content,
the specific pain point value proposition, how many emails it's in, what's
actually
driving engagement within the emails and if it's actually booking meetings.
So imagine taking this and bringing this back way through all the way back
through the customer
journey all the way to an ad because you can actually see now what's converting
emails.
Like before is really just a subject line.
After that, you didn't really know, right?
You are.
So you can see this per persona.
You can go ahead.
Or as I say, you were right.
This is a marketers dream because I feel like I ask this question all the time
and I'm
like, well, what message was resonating in our album sequences and the best
thing come
up with the subject lines.
You know, like that's how I'm pulling in or by the persona from the subject
line.
So actually having the value prop because that's all I actually do care about
because
that's going to inform so much more of my marketing.
This is a really cool feature.
Yeah.
And, you know, just like ads, you know, you go in, you go into Facebook, you
look at your
campaigns or ad sets, you get down to different, different ads of what can you
do?
You can toggle them on and off based on performance.
Well, now you can do that within your emails to toggle on and off your pain
points, your
value props, even your foreshown us.
Yep.
So you see ones not performing you just say, don't we don't want to keep
training it on
this value prop.
It's not resonating with our CMO and you can just turn it off.
That's right.
Very cool.
Yeah.
So, you know, what we just went through is number one, how you can completely
alleviate
ever having to log into zoom info ever again.
Number one.
Number two, how an agent can serve up, you know, manage hundreds of thousands
of contacts
at once, how to write customized prompts, how to increase your deliverability
because
now there's no more templates, by the way.
So if you have deliverability issues, it's a great use case just to even get
into the
inbox.
And then finally, how to really like refine your messaging with analytics that
aren't
available in self-engaging platforms.
Now we'll hop over quickly to co-pilot and show how we support reps on all
their manual
tasks and get things done faster.
So let's go ahead and hop into everyone's favorite inbox, go ahead and open the
inbox.
We're going to put in a prospect here that I found.
And look at that.
The rapid writer found a close persona.
I know that's not quite your persona, but it was close enough.
And it gave me the bolt to this bolt here.
And what Reggie's actually doing is taking all that brain kit, that brain
messaging,
it's taking that prompt and it's actually writing a personalized email and the
click
of a button for the rep.
That's really cool.
So it's just, it's in the system you're already using.
You don't have to toggle back.
Like it's just there and it can help you write.
That's, that's really cool.
Exactly.
And it's nice and tight.
It's written with best practices.
We open up our analyzer.
Let's see where we're at here.
I know we got a good green check here.
We're at a 96% already.
Oh, it's just missing a set back line.
All we have to do is ask the rapid writer to read the email and come up with a
relevant,
unique subject line for this email.
Now we pulled up our target prospect.
We've got a great backstop here in the Reggie Chrome extension in co-pilot that
if you want
to add that added touch to your email and really dig into the research of the
prospect
and tailor something, we've put all the data that you need right in front of
you plus
more and I'll show you what plus more means.
Notice in here we've got Sarah's about information.
We actually pulled in personality and communication advice.
Our AI actually will read all your social profiles, Sarah, and come up with
ways to communicate
with you, whether it's a cold call or whether it's on a demo.
So, you know, all of our reps actually prep for this when we get on calls to
ensure that
we're communicating properly.
Be friendly, amenable.
They will open up more.
What do you think?
That is very accurate.
I love it.
I love it.
I mean, you do a train on this.
And I was reading the notes and I was like, "Those are all so accurate."
I love it.
This is like an understated feature, but I think it's so powerful.
That isn't really cool.
Because a lot of us went on the phone and, you know, the more you can connect
with folks
about it or so.
Okay, we got word history.
So let's go ahead and create a personalized message.
And this is actually built with a best practice in mind.
And a lot of what we build with an Reggie is to mimic workflows of reps or work
flows
of sales leaders, et cetera.
This is to mimic three by three research and personalization where you can grab
three
relevant data points very quickly and write an email.
The goal is to typically do it under three minutes, like without AI.
It always took like 30.
Now we can do it in 30 seconds, right?
So, and it's fantastic.
So we're going to grab this about section.
Let's go over to the company information.
Let's get some news.
And then let's say I might have found something out of value outside of the
Chrome extension
that I want to add in.
We actually have this custom field as well that you can add something in,
something unique.
What's your favorite hobby?
I play beach volleyball.
Love for beach volleyball.
All right, got that in.
It next always ensure that every email is written with best practices, best
practices,
get that value profit in there.
Make sure it's tight to the persona.
We're going to write an entire email.
We're going to use this custom prompt.
Look at this.
Yeah, a whole bunch of different prompts you can use based on different use
cases.
We want to write it in English.
Sarah speaks English.
And here we go.
Seeing your love for beach volleyball, it proves value teamwork, quick strategy
It was significant managing business communications too.
Very cool.
Connected it together.
Nice job, AI.
That's right.
Connects it all the way through to the call to action, right?
So you got a bunch here.
Copy it over.
And you're rocking and rolling.
I have all strategies in business.
What do you think?
That's awesome.
I love that it gives multiple options too.
I always feel like that's a nice, I don't see that as often on the show, but
every once
in a while, it'll, we'll have people on that showcase other products has
multiple different.
It's not just going to give you one output that you have to add it.
It's going to give you multiple to choose from.
And I really like that feature.
That's awesome.
Reggie's actually stands for recommendation engine.
And I think it like nails in like the power of AI.
It's going to recommend a lot of great things for you to choose from where you
can come
and fine tune in Taylor and make sure you get what you want.
Awesome.
Cool.
I got a lot of other stuff to show.
We've got LinkedIn automation built in that AI can literally help you run
through call
pass right out or LinkedIn task right out LinkedIn.
We've got a whole manager dashboard for analytics for managers to have a
qualitative view of
what emails look like.
I mean, we got a bunch of jam pack stuff, but just for the sake of time, we'll
love
the end of right here and open it up for any questions.
Yeah.
Well, leave it on a cliffhanger here.
So if people want to see a little bit more of what you mentioned there, Rocco,
they can
go check out Reggie.ai and go learn more requests like a full custom demo,
which would
be great.
So Rocco, thank you so much for taking us through that demo.
This was really awesome.
I mentioned it before we started.
It was really cool to see the agent and what that means for reps being able to
not just
have sequences anymore, but have something actually help them along the whole
journey.
So that was great.
So what I would love to do is move into our lightning round Q and A and ask you
a couple
questions to round out the show if you're ready for that.
Let's go.
All right.
So the first question is going to be sorry.
Let me just get my questions up here.
How long have you been building AI into Reggie AI?
Yeah, into Reggie AI.
It's been a few years now.
So we were very early on the open AI API.
So like I said before, folks, it was before chat TBT.
So folks just like didn't even trust that the AI could write the emails.
And we've been through the Vomson versions.
Obviously it's a different game today.
And I'm glad to be on this early on this trend.
Yeah, I love having companies on the show that have the URL is dot AI because
that question
gets answered so differently.
We've got some that are saying like, oh, we just started like six months ago.
And then we've got like the OGs that are Reggie dot AI when I'm like, hey, I'll
even
be building this into your product.
You're like the whole time with the whole purpose of like.
Okay, Rocco, what you showed in the demo today is all of that right now
generally available
for customers if they were to go purchase Reggie tomorrow.
Today today you can implement agent into your workflows, make your next sales
agent.
That is incredible.
And speaking of customers, who are some of your current customers at Reggie
that are
benefiting from your product?
Yeah, we got a couple of small folks like AT&T and culture and boomy, plaid,
webflow,
you know, some FinTech in there, really cross spectrum.
Some really great clients.
So very small unrecognizable customers there.
And then Rocco, what is next on your AI roadmap?
Where are you guys taking Reggie?
Yeah, I think that the agent pushing the limits of what's possible with an AI
agent
is really where we're centered around and also pushing limits of what's
possible to
support the reps, you know, you know, with agents, sometimes the misconception
is like,
okay, well, you know, all the reps are going away.
I don't think that'll ever happen.
I think it's like implement agents on teams to allow them to do high value
tasks, right?
Get rid of these repetitive monotonous tasks.
If your sales rep listening to this, put it in front of your manager so you
never have
to do a con to pull contact ever again, right?
You just have the agent do it.
And then, you know, supporting the rep, supporting in the prospecting motion
and beyond.
Yep.
I do.
One of the reasons I've loved doing this show is we heard so much, I think in
the past
year, do more with less, do more with less.
And for the first like four months of that, it was like, okay, what does that
mean?
How do we do more with less?
And I feel like where we've landed is what you just said that AI is not going
to replace
people is not going to replace your sales reps, but it is going to make them
better and
more efficient.
Is the answer to do more with less is finding products that are like building
AI in a very
use case specific way that's going to help your team scale when they can't, can
't add
a head count and can't add budget.
I agree.
Totally agree.
Okay.
And last question.
Are there any AI powered go to market tools that your team is using right now
that you
like and want to give a shout out to you?
Yeah.
I actually, uh, and bullish on, uh, and I just got word of this.
So folks that use scratch pad, uh, scratch badge is building in AI and it's
coming.
And I know the pain of keeping the CRM clean and updated.
And there already a godsend to a lot of managers, refs rev off people in the
world.
And now they're building an AI and I cannot wait to see what they do with it.
That's amazing.
Well, Rocco, that's going to wrap up our episode of go to market AI.
Thank you so much for joining us today.
This was an incredible demo.
I loved seeing this in action.
So thank you so much for joining us.
Of course.
Anytime.
Thanks for having me.
(upbeat music)
You