3x Enterprise Pipeline - VP of Sales at Behavioral Signals - Jay Leano

The Challenge

Behavioral Signals builds cutting-edge AI for conversational intelligence—one of only two competitors in their space. But breaking into a saturated market with a novel product meant traditional outbound wasn’t cutting it.

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VP of Sales Jay Leano and his team ran the full playbook: email campaigns, drip sequences, one-to-one ABM messaging. The results were slow and the sales cycles were painfully long. Prospects weren’t responding to cold outreach for a product category they barely understood yet.

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They tried Drift (too heavy to implement), Intercom (crashed their website), a custom-built solution (didn’t work), LeadForensics (data arrived 72 hours late), and Lead Feeder (only showed cold/warm/hot with no detail). Nothing stuck.

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“We tried three other platforms and one custom build. It just didn’t work out for us. The number one issue was heavy lift—it required more work on our end than expected.”
— Jay Leano, VP of Sales, Behavioral Signals

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Enter Warmly

The Warmly team helped Behavioral Signals set up UTM-tracked campaigns so that when targeted prospects clicked through to their website, the team knew exactly who they were and what they were looking at. Then Jay’s lead gen team jumped into live chat—not with robotic scripts, but with genuinely human conversations.

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The key breakthrough? Jay threw out the sales playbook and got creative with chat.

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“My first few messages were ‘Hey, real human here, happy to tell you a joke’ and I started sending high-fives. That broke the ice. Most responses were LOL, ‘I didn’t know you were a real person’—and then we were off to the races.”
— Jay Leano, VP of Sales, Behavioral Signals

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The team staffed live chat across Pacific, Eastern, and Asia-Pac time zones. When conversations were missed, they followed up using Warmly’s visitor history: “Hey, I noticed you were on our site looking at our AI use case. Happy to help—how does your schedule look next week?”

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Setup took less than a day. The Warmly team—Alan, Eukorina, and Alex—handled implementation end-to-end and provided daily support through Slack.

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The Results

The results were immediate and dramatic:

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• 4 qualified meetings in the first week—including a large Canadian bank that went straight into late-stage pre-pilot

• 12+ qualified opportunities in 3 months across enterprise fintech accounts

• A $40K deal closed in just 7 days—from first chat to signed contract with one of the five most recognizable contact centers in the world

• 3 tools consolidated into one, saving close to $60K in annual software costs

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That $40K deal? It’s the tip of the iceberg. Once Behavioral Signals proves results across the contact center’s 2,000+ customers, Jay estimates the account could grow to over $1M in ARR.

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“Warmly eliminated three pieces of software for us: website visitor tracking, intent signals, and chatbot. That saved us close to sixty grand in software costs. And without Warmly, I don’t think we’d have closed that forty thousand dollar deal.”
— Jay Leano, VP of Sales, Behavioral Signals

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“Without Warmly, it would have taken another three to four months just to get a meeting. We got it then and there.”
— Jay Leano, VP of Sales, Behavioral Signals