Warmly | Warmly Customer Wins

How Warmly's sales team uses Warmly to generatequalified booked meetings

Discover a few examples of how Warmly’s sales team has been using its own product to more effectively and efficiently engage with prospects to land qualified booked meetings.

Laptop screen with three Warmly Nametags for Salesforce with one person not without a Warmly Nametag, looking unprofessional.

Warmly's case study on Warmly

Warmly’s sales team making a case study about their own use of Warmly? That’s right. Our sales leaders and reps rely on Warmly every day in order to generate more pipeline and chase after our highest intent leads. We’re champions of our own tool, and wanted to create a detailed case study illuminating how we use Warmly to consistently hit and exceed our numbers.

Who at Warmly uses Warmly?

Busy Execs (like Max, CEO)
Max, our CEO, uses Warmly to be notified if his most prized accounts or prospects are on Warmly’s website, which might require love, care and a pinch of CEO magic. He also uses Warmly and its CRM integrations to maintain a high level view of the work that his sales team is doing and ROI generated from using Warmly
Strategic Sellers (Alan, VP of Sales; Keegan, Director of Sales; Katherine, Account Executive)
Warmly’s core sales team uses Warmly at all stages of the deal cycle. Between using Warmly to prospect accounts and leads, acting upon notifications when key accounts and prospects exhibit high intent behavior on the website, and engaging in real-time video calls with visitors, they’ve got their hands full.
Warm Call Hustlers (Terence, BDR + headshot; Nabil, BDR + headshot)
The BDRs at Warmly breathe Warmly’s warm calling all day long. Engaging with potential customers while they’re at their hungriest for Warmly (while they’re actively on our website) is the key play for our BDR team, working towards generating qualified leads and meetings to pass to the Strategic Sellers.

This is a recorded video of part of the conversation with Salesflow’s CEO:

#2) Warm Calling via Warmly led to a preliminary sales call with CorralData’s growth team and a closed/won deal

Averi Haugesag, CorralData’s Director of Growth, was looking into Warmly on our website. Alan, co-founder at Warmly, received a Slack notification that the session was taking place and that Averi had just booked a demo, and he automatically warm called Averi to join her live session. They engaged in a conversation on the website, and then switched to Zoom because Averi wanted to bring in another member of her team, Arthur Kriklivy, a senior project manager. After this preliminary discovery call, Averi and Arthur brought Warmly in front of their CEO, which eventually resulted in a closed/won deal.

This interaction demonstrates how companies, including Warmly, miss opportunities day after day by not engaging with interested buyers that visit their websites.

This is a recorded video of part of Alan’s preliminary discovery call with Averi and Arthur:

#3) Warm Calling via Warmly led to an instant qualified conversation with the Head of Sales at Writer.com

Alex Wettreich, Writer.com’s Head of Sales, was on Warmly’s website looking into incorporating our tool into his team’s tech stack. Max, Warmly’s CEO, received a Slack notification in one of his priority Slack channels, letting him know that a prospect at a key Warmly ICP account (US-based, 50-250 employees) was on our website. Max warm called into Alex’s live session, where they began talking via chat and eventually transitioned to a video conversation.

This is a recorded video of Max’s conversation with Alex:

#4) Warm Calling via Warmly led to an instant qualified conversation with the CEO at Bound

Jim Eustace, CEO at Bound, was looking through Warmly’s website. Warmly identified that someone from Bound was on the site and sent a Slack notification to Max, Warmly’s CEO. Max warm called into Jim’s session and sent several messages over ~30 seconds in order to get Jim to turn on his audio and subsequently his video.

Max was able to have a preliminary sales conversation including a demo with Jim, which led to follow-ups regarding both a reseller partnership as well as Bound buying Warmly to incorporate it into their tech stack.

This is a recorded video of Max’s conversation with Jim:

#5) Utilizing Warmly’s query parameter to Warm Call an identified prospect, Director of RevOps at Unit21, who visited from a sales sequence

Warmly’s sales team identified Unit21 as a high intent account given that members of their team were recently searching for chatbots via Google. Warmly added prospects from Unit21 into a sales sequence with Warmly’s query parameter, so when Samuel Lee, Director of RevOps at Unit21 hit Warmly’s website, he was identified at the individual level.

Alan, one of Warmly’s co-founders, was notified via a Slack notification that Samuel was on Warmly’s website and requesting to speak to a member of Warmly’s sales team. Alan was on a demo when he warm called into Samuel’s session, so he sent Samuel a Zoom link to join in 10 minutes. This resulted in a qualified meeting the same day that Samuel first visited Warmly’s website.

#6) Warm Calling via Warmly to middle-of-funnel to further the deal process with the Director of Marketing at Money20/20.

Keegan, Warmly’s Head of Sales, had a demo with Kathryn Frankson, Global Director of Marketing at Money20/20. Later in the deal process, Kathryn came back to Warmly’s website to show the product to her VP. Keegan was notified that they were on the website via his high intent Slack notifications channel for active deals, and he warm called into the session. Included below is part of the transcript from the warm call:

Keegan: Hey Kathryn! Real human here (Keegan). Pretty cool huh? How’d the chat with leadership go?

Kathryn: Ha! Human Kathryn here too. Yes, it is! We are doing budgets right now so showing our VP this tool. We can't hop on a call right now, but exciting and I'll keep you posted!

Keegan: Sounds good! Glad I could show you the product live.

Kathryn: I'll be in touch! Thank you Keegan!

#7) Warm Calling via Warmly to facilitate a successful booked meeting to cross-sell Warmly’s products to the Director of Sales at ShulWare

Zachary, Director of Sales at ShulWare, visited Warmly’s website to look into purchasing Warmly’s nametags product for his sales team. Nabil, Warmly’s Senior Sales Development Representative, received a notification identifying that a member of ShulWare’s team was on the website, and he warm called into the session.

Due to his immediate intrigue about Warmly’s chat functionality (“tell me about this chat feature… I freakin’ love it”), Nabil was able to book a qualified meeting with Zachary the same day that he visited the website.

#8) Warmly’s AI chat automatically booked a qualified meeting

Warmly’s AI chat has the functionality to book meetings automatically for your sales team. Included in the second AI chat message is Warmly’s generic meeting link, which prospects can use to book qualified meetings. Using Warmly’s filtering system, called Warmly segments, sales teams are able to only send AI chat messages to qualified accounts (based on filters like company headquarters, employee count, estimated annual revenue, etc.). In this instance, a qualified prospect booked a meeting with Warmly after just two AI chat messages. See below for a transcript:

Keegan (AI): Hey! Warmly sales rep here to offer an ice chilling solution (not a bot btw, real person)

💡This was the Warmly AI chat’s preliminary message to the prospect. Warmly wasn’t able to identify the company at which the prospect worked, so the message the AI chat sent was relatively generic.

Keegan (AI): Hey there, just curious, what got you interested in Warmly? Want to chat? Or book a meeting with us? https://warmly.orbianca.com/calendar/team/t/13

💡Warmly’s AI chat sent a second message since the prospect didn’t reply to the first message.

Prospect: Would love to learn more maybe two weeks out? I can do a 20 min chat.

💡After sending this message, the prospect booked a meeting via Warmly’s calendar link.

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