The client is an anonymised Fortune 50 technology company with more than 120,000 employees and an enterprise sales motion. In 2023, in line with wider industry trends, it was pursuing a set of strategic initiatives to 'do more with less', including a programme to raise sales productivity. New logo acquisition had been established as a strategic priority for the sales organisation, and the pilot involved 20 sellers across three teams and two regions, including Canada.

In 2023 the company was undertaking various strategic initiatives to 'do more with less', and one of them targeted sales productivity. Artificial intelligence had been identified as a key enabler for transforming the sales function, and there was no shortage of AI-powered sales tools and processes that could make the salesforce more efficient.

The question was which of them would make a difference. When leadership was introduced to Humantic AI, it quickly noted a value proposition the other tools did not offer: the ability to use AI to enhance relationships and trust rather than efficiency alone.

That mattered because new logo acquisition had been set as a strategic priority. Winning new accounts meant reaching prospects who had not responded before and presenting to larger stakeholder groups where sellers might not know many of the people in the room. Leadership immediately agreed to give Humantic AI a try.

Twenty sellers across three teams and two regions were set up on Humantic AI. Over a six-week period they used the platform to adapt their customer interactions to each buyer's style. They used Humantic AI's DISC-tuned Generative AI functionality to write emails differently from how they otherwise would, and used Buying Committee Maps to prepare for interactions with larger stakeholder groups.

For outbound, sellers wrote DISC-tuned emails to prospects who had previously not responded, using language the AI predicted would appeal subconsciously to each recipient. One seller reported a LinkedIn message drafted with Humantic AI that drew a response within 24 hours.

For subsequent meetings, sellers relied on Humantic AI's Pre-Meeting Insights, which automatically sends an email containing profiles of all attendees 30 minutes before a meeting. Where sellers faced larger groups and might not know many of the stakeholders, they used Buying Committee Maps to work the room precisely. Humantic AI tracked the additional pipeline generated, the time saved in prospect research and a Net Promoter Score for the group.

• $26M in additional pipeline across 10 sellers in six weeks
• 57% Net Promoter Score from the pilot sellers
• 41% time saved during prospect research
• Previously unresponsive prospects answered DISC-tuned emails and LinkedIn messages, one within 24 hours
• Pre-Meeting Insights and Buying Committee Maps prepared sellers for large stakeholder groups