Today’s plays › All plays › Prospecting & research
Have AI copy your best BDR emails, feed it your own data, then move BDRs to calls only
Picked and checked by Olga Pearson, SalesUpLevel
Get tomorrow’s play in your inbox. Free ↓
Reported on the GTM AI Podcast: Sendoso went from 15+ BDRs to 4-5, and those 4 BDRs now generate over 30% of pipeline, which the host says is double what the 15 produced. A separate contract agent saves account managers about 45 minutes per renewal.
Sendoso first had AI copy the email output of its BDRs, then fed the AI its own data from Snowflake and Salesforce (closed-lost deals, past champions at new companies, product usage). Once AI emails beat human ones, BDRs stopped writing email and spent all their time on calls and warm replies. Austin Sandmeyer's advice is to start with one excited BDR.
By Kris Rudeegraap, Austin Sandmeyer and Egan Callahan, Co-CEO; Director of Growth and GTM Engineering; GTM Engineer at Sendoso, on the GTM AI Podcast · GTM AI Podcast ↗ · Mar 3, 2026
If you sell: list the internal data you already have on each account
- Months 0-2: have AI copy your current BDR email output and check that results match.
- Months 2-6: feed it your own data: closed-lost deals, past champions at new companies, product usage, other contacts on the account.
- When AI email results pass the humans, take email off the BDRs' plate.
- BDRs spend their time on calls, warm replies and building support across the buying group.
- Pilot with one excited BDR first, prove it, then scale with exec support.
- Check AI output with code rules and a human review queue for low-confidence cases.
Write a cold email to [name], [title] at [company]. Internal data we have (use only what is here): past champion who now works there: [name, old company]; closed-lost history: [date, reason]; product usage at their company: [summary]; other contacts we know there: [names]. One case study from a company on a similar stack: [paste]. Rules: under 100 words, name the internal connection in the first line, one clear ask. If a field is empty, leave it out. Do not invent facts.
If you lead a team: roll it out
- Pick one excited BDR and run the copy phase for 2 months before any headcount decision.
- Move BDR time to calls and warm replies as AI takes over email.
Watch out for
- Sendoso sells gifting, and the emails pair with gifts, so part of the lift may come from that.
- The pipeline figures are as told on the podcast page. Another newsletter worded them differently, so we used this page.
- Austin warns that flipping a whole SDR team at once without exec support will stall.
Source: Kris Rudeegraap, Austin Sandmeyer and Egan Callahan, GTM AI Podcast, Mar 3, 2026. Results are as reported by the source; we did not measure them.
Get tomorrow’s play before your first call
Free. One sourced play a day.