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- Toolkit #02: Stop Buying Tools, Start Building Workflows
Toolkit #02: Stop Buying Tools, Start Building Workflows
The 4-layer system that turns AI SDR tools into $200k pipeline
Olivier Madel
September 25, 2025
Hey Revenue Operators,
While theater teams debate which AI SDR tool to buy, operators are building the workflows that make them all work together.
Last week, I analyzed workflows from 30+ high-performing AI SDR implementations and found a pattern: They're not using better tools. They're connecting existing tools into systematic workflows that compound results.
The gap isn't which AI SDR platform you choose. It's building the workflow layer that makes them actually drive revenue.
Today I'm sharing 3 systems you can steal and deploy this week:
The 4-layer AI SDR workflow stack generating 40% more meetings
Two proven AI SDR tools that actually integrate (setup guide included)
The 30-day implementation playbook that turns tools into systematic revenue
Start Here: If you're new to AI SDR workflows, begin with Layer 1 (Intelligence Gathering) using just Warmly + basic Gong analysis. You can add complexity after seeing initial results.
No pilots. No vendor demos. Just steal the workflow and start generating pipeline.
🛠️Tool Spotlight: Warmly + Gong Intelligence Layer
illustration Midjourney
What It Actually Does
Warmly identifies anonymous website visitors and triggers automated data enrichment when prospects spend time on your pricing pages. Gong analyzes existing customer conversations to extract messaging patterns that actually close deals. Together, they create the intelligence foundation that feeds your entire AI SDR workflow.
The Operator Setup (4-Hour Implementation)
Install Warmly pixel on website and connect to CRM (30 minutes)
Configure visitor tracking triggers for 2+ minute pricing page visits (15 minutes)
Set up Gong conversation analysis on last 50 customer calls (2 hours)
Extract top objections and value props from Gong insights (45 minutes)
Build initial message templates based on conversation patterns (30 minutes)
What This Replaces
Manual prospect research before each outreach
Generic messaging templates that get ignored
Guessing which value propositions actually work
Cold outreach to prospects with zero buying signals
Constraints to Know
Warmly requires 1,000+ monthly website visitors for meaningful data
Gong analysis quality depends on recorded conversation volume
Integration setup requires technical admin access to website and CRM
Theater vs. Operator Reality
Theater: Buying Warmly to "see who visits our website" without connecting to outreach workflows
Operator: Using Warmly visitor data to trigger personalized AI SDR sequences within 15 minutes of website activity