Go-to-Market Engineering
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Go-to-Market Engineering is a new sales approach that leverages the full potential of AI to automate sales and lead generation, with the help of a new tool on the market: Clay. This tool has revolutionized outbound and prospecting processes in ways never seen before. It enables identification and targeting of your ideal customer profile (ICP) with unmatched precision; enrichment of prospect’s information with very accurate data from the web; and it allows us to deliver highly personalized messages at scale through fully automated sequences. All with unprecedent efficiency.
In sales, effort doesn’t always equal results. Teams send more emails, add more contacts to sequences, and hire more SDRs - yet pipeline growth doesn’t keep pace. That’s where GTM Engineering comes in. GTM is the practice of turning sales into a structured, repeatable system—one that scales intelligently through automation, data, and workflow design. A fully automated and scalable sales infrastructure designed to generate pipeline without increasing headcount.
For an in-depth understanding of GTM Engineering, please read this article.
Identification of target companies based on "buying intent" signals - specific actions that suggest a company’s readiness for the offered solution: job openings, recent hires, role changes, brand mentions, updates to their technology stack, competitor research, fundraising activities, and more. Furthermore, AI agents can be employed to effectively prospect small businesses that lack a presence on LinkedIn by utilizing web scraping techniques and Google Maps searches to improve targeting accuracy.
Effortlessly integrate with a variety of data providers to enhance contact or company details, specifically focusing on email addresses and phone numbers. Supported providers include Prospeo, DropContact, Datagma, Hunter, PeopleDataLabs, Nimbler, Apollo, Lusha, Snov, among others. Utilizing a waterfall enrichment approach, Clay systematically searches through multiple data sources until a valid match is identified, ensuring superior data quality and comprehensive coverage.
An AI Agent specifically developed to access and retrieve nearly any publicly available data from the internet. It can be directed to locate blogs, interviews, podcasts, and articles associated with a particular individual. Beyond merely extracting data, it is capable of analyzing it - classifying the content type, identifying the author, summarizing key points, and extracting relevant quotes for further use.
This extensive information about prospects, gathered from LinkedIn posts, media articles, interviews, company reviews, and other sources, is summarized and transformed into "AI snippets". These snippets enable the integration of highly personalized elements into email templates. The customized emails can then be distributed at scale through automated sequences, significantly improving engagement.
