Today’s plays › All plays › Prospecting & research
Have an AI BDR research every sign-up, pick two customer stories from their industry and country, and write the email
Picked and checked by Olga Pearson, SalesUpLevel
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Reported in Retool's case study: 3x higher meeting booking rate and 2x more opportunities created from the AI inbound BDR. Research that took a rep 10 to 15 minutes per lead takes seconds. A separate Lead Console lifted lead-to-opportunity conversion by more than 25%.
Case study: SafetyCulture (customer) and Retool (vendor). SafetyCulture gets about 500,000 free sign-ups a year and about 100,000 need sales attention, far more than BDRs can research. Its AI inbound BDR starts from a Salesforce lead, pulls the pages the person viewed before signing up, checks their job history for past use of SafetyCulture at another company, picks two customer examples that match their industry and country, writes the email and adds the lead to a Gong Engage flow.
By Josh Young (SafetyCulture), in a Retool customer story, Senior Manager, Marketing Technology, SafetyCulture · Case study (Retool customer story) ↗ · Shared by Retool on LinkedIn Mar 17, 2026 (page has no date)
If you sell: open every inbound email with why they signed up
- Start from one lead ID in your CRM and pull name, title, company and industry.
- Pull the pages they viewed before signing up to work out why they came.
- Check their job history: have they used your product at a previous company?
- Pick two customer examples from your own customer data that match their industry and country.
- Write a short email that names why they likely signed up and the two examples, then add them to your sequence tool.
- Spend AI research only on higher-fit leads so costs don't creep up on every reply.
Lead: [name, title, company, industry, country]. Pages they viewed before signing up: [list]. Past employers and whether any were our customers: [list]. Our customer examples: [table of customer, industry, country, result]. 1) In one line, say the most likely reason they signed up, based only on the pages viewed. 2) Pick the 2 customer examples closest to their industry and country. 3) Write an email under 100 words that opens with that reason, mentions both examples in one sentence each, and asks one easy question. If they used us at a past company, mention it first. Don't invent results; use only the table.
If you lead a team: roll it out
- Pilot on one region's sign-ups and compare meeting booking rate with your current sequence.
- Limit AI research to high-fit leads to control cost.
Watch out for
- This is a vendor customer story; Retool is selling its platform.
- SafetyCulture says the hard part was cleaning warehouse data before the AI touched it, not the AI.
- The page has no publish date; Retool shared it on LinkedIn on Mar 17, 2026.
Source: Retool customer story 'How SafetyCulture handles massive demand with AI agents' (shared by Retool, Mar 17, 2026). Case study: customer SafetyCulture, vendor Retool. Results are as reported in the vendor case study; we did not measure them.
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