AI-Powered Sales Intelligence for a Safety Products Distributor
We designed and deployed AI agents that automate contact research, generate personality-based prospect profiles, and draft personalized outreach - cutting territory research time and increasing demo booking rates for a B2G sales team covering hundreds of districts.
A safety products distributor selling to public sector organizations across the US and Canada was losing hours of productive selling time to manual research. Their inside sales team needed to identify decision-makers across hundreds of districts per territory, find contact information, and plan efficient trip routes for field representatives - all by hand.
The sales reps had names and titles in their CRM but no intelligence on how prospects preferred to communicate, what motivated their decisions, or how to navigate gatekeepers effectively. When a field trip to a new state required research on 20+ districts in days, the team was buried in browser tabs instead of making calls.
They needed AI that could do the heavy research lifting while keeping a human in the loop at every critical step - research the contacts, profile their communication styles, and draft outreach that sounds like it came from the rep, not a robot.
What was costing them deals
Hours lost to manual research
Each territory contained 550+ districts. Reps spent significant time researching individual contacts via district websites, LinkedIn, and phone directories before making a single call.
No prospect intelligence
CRM had names and titles but zero insight into communication styles, decision-making preferences, or approach strategies. Every cold call was a guess.
Gatekeeper roadblocks
Administrative assistants screened incoming sales calls aggressively. Without a tailored approach for each organization, reps had a high failure rate getting through to decision-makers.
Trip planning under pressure
When field reps planned multi-city trips, inside sales had to rapidly identify high-value targets, research contacts, and book meetings in compressed timeframes.
Stale CRM data
Personnel turnover across districts meant contact information went stale. No automated way to detect when decision-makers changed roles or left organizations.
Manual post-demo data entry
Field reps wrote paragraph summaries of demos via internal chat. Inside sales then manually transcribed these into the CRM, risking incomplete or missed information.
Three AI agents, one human-in-the-loop workflow
We built a suite of AI agents that handle the research, profiling, and outreach drafting - with mandatory human review checkpoints before any output goes live. The system was designed for a controlled pilot: prove value on 30 prospects before scaling to the full territory.
Contact Research Agent
Automated identification of decision-makers across territories based on title, district size, and geography. Enriches contacts with phone numbers, emails, and LinkedIn profiles from public sources.
Behavioral Personality Profiler
Generates full personality profiles for each prospect using LinkedIn activity, published articles, and public bios. Provides communication preferences, motivators, and approach strategies tailored to each decision-maker.
Outreach Content Generator
Creates personalized email drafts and call scripts tailored to each prospect's personality profile and communication style. Matches the rep's brand voice and tone for authenticity.
Human-in-the-Loop Governance
Every agent output requires rep review before use. AI generates, humans decide. No automated sending, no unsupervised outreach, no exceptions.
Territory Planning Support
Rapid target list generation when field reps plan trips. Input a state and city, get prioritized prospects with profiles and outreach drafts within hours instead of days.
CRM Re-engagement Analysis
Bulk analysis of existing CRM contacts to generate personality profiles and re-engagement strategies for prospects with past correspondence but no recent activity.
From discovery to working agents in 6 weeks
Discovery & Requirements
Detailed workflow mapping of the sales process. Defined exact contact criteria and ideal customer profile. Gathered rep brand voice examples and documented CRM data structure.
Agent Architecture
Designed the three-agent system with clear input/output contracts, human review checkpoints, and data flow between research, profiling, and outreach stages.
Build & Internal Testing
Built all three agents with sample district data. Internal testing validated accuracy of contact enrichment, profile quality, and outreach tone before exposing to real prospects.
Pilot Launch
Ran the system against 30 real target prospects. Rep used personality profiles for actual outreach calls. Tracked conversion metrics against baseline performance.
Refinement & Optimization
Two rounds of feedback-driven refinement. Tuned profile accuracy, adjusted outreach tone, and optimized research agent for smaller/rural districts with limited public data.
Handoff & Training
Delivered working agents, process documentation, and recorded training session. Rep can independently run all agents. 60-day post-launch support included.
What the engagement included
Contact Research Agent
Automated decision-maker identification across territories by title, district size, and geography. Enriches each contact with email, phone, and LinkedIn profile from public sources. Human review checkpoint before profile generation.
Behavioral Personality Profile Agent
Generates full behavioral profiles using LinkedIn posts, articles, bios, and work history. Provides communication preferences, decision-making style, motivators, and tailored approach strategies for each prospect.
Outreach Content Generator
Creates personalized email drafts and call scripts tailored to each prospect's personality profile. Matches the rep's voice and tone for authenticity. All outputs require human review and approval before sending.
30 Enriched Prospect Profiles
Pilot batch of fully enriched contacts with personality analysis, communication recommendations, and draft outreach content. Used for real sales outreach during the pilot testing phase.
Process Documentation
Complete documentation of agent workflows, input requirements, review checkpoints, and troubleshooting guides. Designed for independent operation by sales reps without technical support.
Training Session & 60-Day Support
Recorded training session covering agent operation, best practices for reviewing AI outputs, and tips for maximizing profile accuracy. Includes 60 days of post-launch support for troubleshooting and optimization.
What changed
Research time collapsed
Territory planning that required days of manual website research and LinkedIn searching now completes in hours with AI-powered contact enrichment.
Personality intelligence on every prospect
Personality profiles give reps communication preferences, motivators, and approach strategies before the first call. No more guessing how to connect.
Gatekeeper navigation improved
Personality-informed call scripts help reps craft approaches that sound less like sales calls and more like informed conversations, improving pass-through rates.
Full human-in-the-loop governance
AI generates research, profiles, and drafts. The rep reviews and approves everything before use. No automated outreach. No unsupervised communication.
Trip planning accelerated
When field reps plan multi-city trips, inside sales can now generate prioritized target lists with full profiles and outreach drafts in a fraction of the time.
Scalable methodology proven
Pilot validated the approach with 30 prospects. The system is ready for rollout across additional territories and reps with the same agent architecture.
Tools & platforms used
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