AI sales agents can take on the research, preparation and admin that fill most of a seller’s week. Dave Brown, Manager, GTM, EMEA at Outreach, showed how in a recorded live demo at aiblLIVE London 2026.
Brown followed one seller from account research to a booked meeting, with an agent at each step. Then he showed how the same agents update the CRM and score calls for coaching. Here is how it works.
All figures as stated on stage by Dave Brown.
They handle the work around selling. In Brown’s demo, agents researched accounts from news and company pages, flagged a contact with a strong signal and drafted a personalised email. They built a call brief, coached the seller live on pricing and competitor questions, booked the meeting and set a LinkedIn follow-up.
Your output is only really ever going to be as good as your input.
Dave Brown, Manager, GTM, EMEA, Outreach
No, according to Brown. Sellers tell the agent in plain language what to find and what to do. They need no coding, fine-tuning or RAG pipelines. What matters more is context: tone of voice, product detail, CRM records, call data and outside sources such as ZoomInfo.
They can, if you build trust in stages. Brown recommends starting with suggestions that the seller accepts or rejects, such as a new close date. Plain-language rules then control how updates are written, for example adding new next steps without overwriting the old ones. Automate only once accuracy is proven.
Outreach reports more reach, better replies and time saved. It says ServiceNow reached three times as many prospects by finding more people inside its accounts. SolarWinds saw a ninefold rise in reply rate, and SAP saved more than 730 rep hours a month. Some reps use the time for more meetings, others to go home earlier.
No salesperson in the history of the world has ever said, you know what, I wish I spent more time in my CRM.
Dave Brown, Manager, GTM, EMEA, Outreach
Dave Brown is Manager, GTM, EMEA at Outreach, where he leads the pre-sales and post-sales technical teams. He spoke on the Growth track at aiblLIVE London on 20 October 2026.
If your sellers spend more time on admin than with customers, this demo shows where agents can help. The full PDF goes deeper than this page, in Brown’s own words.
For CROs, sales leaders and revenue operations teams weighing up AI agents. Six pages, about a seven-minute read.
