I don't think we can imagine a world without using Warmly

The Challenge

Alastair Chamberlin leads outbound sales at Zinc Work. With thousands of accounts to work at any given time and campaigns targeting specific verticals like healthcare, his team needed a way to know which accounts to prioritize first—without guessing.

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The problem: accounts that are actively researching your product look exactly the same in a CRM as accounts that haven’t thought about you in months. Without intent signals, reps waste time calling cold accounts while hot ones slip away.

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Enter Warmly

Alastair’s team added Warmly fields directly into their CRM views. Now each rep creates a view of their target accounts and can instantly see which ones are actively engaging—pages visited, visit count, total sessions, and what content they’re looking at.

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“An account that’s engaging that way—visiting four pages, seven total sessions—is far more top priority than anything else. My reps can prioritize their target accounts based off of that.”
— Alastair Chamberlin, Head of Outbound Sales, Zinc Work

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The team uses Warmly in two ways:

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• Campaign prioritization: During their healthcare campaign, reps can see which target accounts are actively visiting the site today—and call those first

• Open account prioritization: For the thousands of accounts that are out of territory or open to work, they filter by “Warmly last seen within 30 days” to surface the ones showing real engagement

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The Results

Warmly has become indispensable. The team can’t imagine working without it. Instead of blindly working through a list, reps start every day knowing exactly which accounts are actively engaging with the site, viewing case studies, and showing buying signals.

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“I don’t think we could imagine a world without using Warmly at the moment. It’s transformed how we manage our traffic on our site so much that we couldn’t do without a tool like this now.”
— Alastair Chamberlin, Head of Outbound Sales, Zinc Work