The Power of AI SDRs and the Brain Behind It All

The world of sales and marketing is undergoing a massive change. Traditional methods like cold calls and generic emails are becoming increasingly outdated. Launched is getting ready to release a massive milestone on its product roadmap this October – Nova, the AI SDR and marketing assistant. This blog dives into our recent interview with our founder Joe Allen, exploring Nova’s capabilities and the profound impact AI SDRs will have on sales. 

Personalisation at Scale with AI SDRs

Personalisation can be an effective way to build trust with your target audience and improve their customer experience. Consumers want to feel seen and understood by brands, especially in a world full of so much choice on what product or service to go with.

So, where do AI SDRs come into play? And can AI really create the personalisation at scale that it promises? Joe and the team certainly think so. Joe explained that Nova will work by monitoring your revenue attribution data coming out of your CRM outside of the Launched platform, so it will understand how people are engaging with your content and email. 

Then Nova will look inside of the Launched platform, to see which prospects are in the dark funnel and coming to your website, which ones are engaging with your LinkedIn ads, which are part of your intent data, and which ones are engaging with your lead gen and programmatic campaigns. The AI SDRs will then perform lead scoring based on all that data, and craft a personalised email based on substantial research of both a company and personal level.

AI SDRs and Humans: A Collaborative Powerhouse

It’s important to say that Nova is not here to replace anyone. She is here to act as an extension of an existing human. Nova will act on behalf of the salesperson, using their tone and personality, to ensure that there’s a seamless transition from AI SDRs to human interaction. 

There are two crucial modes that she operates in: autopilot and co-pilot. In autopilot mode, Nova drafts and sends emails independently, while co-pilot allows for human oversight before emails are released. This gives the best of both worlds, so that human intervention can happen whenever necessary, like when people ask complex questions or want to schedule a demo.

The Power of Data: Nova’s Revenue Attribution Insights

Nova not only tracks but also uses revenue attribution to inform what she’ll do next. All of the CRM data that shows the amount of emails sent, websites visited, and content consumed by a prospect is analysed by Nova. She’ll add engaged prospects to a list of people to reach out to next, as simple and the same as a human would do.

Revenue attribution is quite an important topic for marketing teams, as it shows the real value that marketing brings. Nova helps to visualise revenue attribution by having reporting dashboards to show you how many deals have come from leads like Nova. The ROI is easy to see as is the timeline of how many touch points the prospect has had, both Nova touch points as well as salesperson touch points. 

Expert AI SDR Training: A Top Priority

When implementing AI, the data you train it on is incredibly important. As they say, Garbage in, Garbage out. So Launched is taking steps to ensure Nova’s training is top tier. Nova’s training relies on a curated knowledge base combined with product and sales knowledge by human experts. That’s actually what makes Nova so unique: she’s been created by co-founders Joe Allen and Paul Whittall who have over 20 years of experience in marketing and sales.

Nova will not use the internet for training, and has several levels of training that will help her become the powerful AI SDR and marketing assistant that you need in your business. Training level one will be based on the ability to be a good salesperson. It will include Paul and Joe’s personal experiences, as well as the books they’ve read, and the sales materials they’ve used to train humans with. Level two training will be product knowledge, so it can answer any product related questions any prospect may have.

Level three training is an interesting one as it is training on the salesperson that it is representing. Nova will learn who the salesperson is, the experience they have in the industry, the tone of voice they use and their general approach to prospecting.

The Future of Marketing and AI

The conversation with Joe explored the transformative power that AI has on marketing and sales at the moment, and the inevitable huge impact it will have on the two industries. Joe predicts that there will be a rise in AI account executives. But he thinks the narrative needs to change.

At the moment, the narrative is that it’s either humans vs. AI, take your choice. Joe proposes to move people up the buying journey so that all of the grunt work –the research, data cleansing, and outreach can be taken by the AI. According to Joe, AI account executives and AI to AI buying processes will be coming in the next two years.

AI will handle initial demos and qualifying leads, which will free up human expertise for more intricate, technical sales conversations. This shift demands a data-driven approach to marketing, requiring marketing teams to evolve and embrace cutting-edge AI tools. AI will empower marketing and sales teams to understand lead quality better, which will open the doors for better targeted campaigns and deeper connections with potential customers. 

The Perfect Time for Nova

Nova’s arrival isn’t random. It comes after Joe, Paul and the team have built Launched’s multi-channel ABM platform that helps marketing and sales teams accelerate the sales journey with less tools. It’s important to adopt Nova now, especially in the marketing and sales industry that are seeing big changes come with the commercial introduction of AI in the last couple of years.
To stay competitive, companies need to adopt AI now. According to the Demand Gen Report, nearly 100% of marketers are currently using AI or planning to use it and acknowledge its potential. As a special gift to our Launched community, we’re giving early adopters the ability to acquire Nova at the same price as a standard intent licence up until we release on October 14. Book your personalised demo today!