Webinar #4 | CRM Growth Playbook + New AI Strategist

Last updated: February 25, 2026

Overview | TL;DR:

This webinar shows how to turn your existing CRM data (HubSpot & Salesforce) into high-performing outbound campaigns inside AiSDR.

Yuriy walks through:

  • How to activate CRM lists inside Campaign Builder

  • How to enrich account lists with the right contacts

  • How to prioritize outreach using AI Company Scoring

  • How to report results back to your CRM

  • And how the new AI Strategist enables conversational campaign creation in minutes

This session focuses on helping teams stop treating CRM data as static records — and instead use it as a signal-rich outbound engine.

👉 Click here to watch 👈

What is covered:

  • CRM activation: We reviewed how to enable CRM, use the CRM tab inside Campaign Builder, sync HubSpot (Lists) and Salesforce (Reports), and which lists tend to work best (dream accounts, customers, closed-lost, churned, and event lists).

  • CRM enrichment: We covered how to find leads within your existing account lists using signal-based targeting beyond titles (leadership changes, hiring, funding), and sync enriched contacts back into your CRM.

  • AI Company Scoring: We walked through setting up to 5 scoring criteria, analyzing accounts using intent signals, prioritizing the highest-match companies, and saving those prioritized lists back to your CRM.

  • CRM reporting & sync: We reviewed how to push contacts and activity back to the CRM while keeping suppression and duplicates under control, so the CRM remains the system of record.

  • AI Strategist: We covered how to build campaigns via a chat-based flow—defining ICP, signals, and messaging conversationally—and iterating quickly to launch in minutes.

Meеting timestamp

  • 00:00–02:45 — Welcome & agenda

  • 02:45–20:40 — CRM workflows inside Campaign Builder

  • 20:40–22:20 — Q&A (tech stack & CRM nuances)

  • 22:20–30:30 — AI Strategist demo

  • 30:30–33:30 — Q&A (deliverability & strategist behavior)

Tip: You can use Fathom’s AI search to jump directly to any topic mentioned above.

Key takeaways

Your CRM is not just storage — it’s a growth engine

Most teams treat CRM data as storage. The webinar reframes it as a prioritized outbound engine.

Dream accounts, closed-lost deals, churned customers, and past event attendees often convert faster than net-new prospects — when activated correctly.

Instead of building campaigns from scratch, start with accounts that already have context and relationship history.

Prioritization beats volume

Large account lists create decision paralysis. AI Company Scoring solves this by identifying which accounts show real buying signals.

Rather than spreading outreach across 300 accounts evenly, focus on those showing:

  • Leadership changes

  • Active hiring

  • Funding activity

  • Product launches

  • Tech stack alignment

Intent-based prioritization improves reply rates and protects volume efficiency.

Signals make CRM data dynamic

Static lists underperform. Signals make them actionable.

By layering in signals (e.g., “newly hired VP,” “raised funding,” “hiring SDRs”), outreach becomes timely instead of generic.

This shift moves CRM outreach from “checking in” to “reaching out at the right moment.”

Enrichment should be precise, not broad

Instead of pulling every decision-maker from an account, use signal-based prompts to find the right person at the right time.

Precision targeting (e.g., “sales leaders hired in the last 12 months”) increases relevance and reduces wasted credits.

CRM sync keeps outbound accountable

Outbound should not live outside your CRM.

Syncing enriched contacts and campaign activity back into HubSpot or Salesforce ensures:

  • Visibility for sales teams

  • Clean suppression logic

  • Centralized reporting

  • Better attribution

AiSDR becomes part of your revenue engine — not a separate tool.

AI Strategist lowers the barrier to campaign creation

The new chat-based AI Strategist simplifies campaign building.

Instead of navigating multiple screens, users can:

  • Define ICP and signals conversationally

  • Iterate on tone and positioning instantly

  • Launch high-quality campaigns faster

It’s built for speed, experimentation, and continuous refinement.

Deliverability discipline still matters

Avoid links in first-touch emails, especially from new domains.
Use links in follow-ups or replies after engagement.

Campaign performance is driven by targeting and timing — not by adding more links or tracking pixels.

Q&A Highlights

Can AI scoring detect current tech stack?

Yes. You can include criteria like “uses Shopify,” “uses AWS,” etc., in scoring prompts.

What if HubSpot has companies without contacts?

You can use Find Leads to discover the right contacts within those companies.

Should we include links in cold emails?

Avoid links in the first email. Use them in later steps or after engagement.

Will AI Strategist remember tone preferences across campaigns?

Not yet — preferences are retained per conversation. Persistent memory is planned.

What if AI Strategist keeps adding phrasing I don’t want?

Share screenshots with the AiSDR team so it can be tuned and improved.

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