Boosting Sales with Warmly

The Challenge

Keith Fearon leads growth at Kargo, a warehouse technology company. Their SDR team was doing traditional outbound—cold calls, LinkedIn ads, lead gen forms—but conversion rates were low. A pure cold call booked a meeting maybe 1% of the time.

‍

Enter Warmly

Kargo deployed Warmly across their entire SDR team and fundamentally changed their go-to-market strategy. Instead of cold outreach, they now drive traffic to their website through LinkedIn posts and social spend, then have four SDRs sitting on Warmly “like mad men, booking meetings.”

‍

The team breaks the bot barrier with personality—GIFs, humor, commenting on what visitors are doing in real time. One memorable chat: an SDR sent “Here’s a cool cat GIF” to prove they were human, and the prospect booked immediately.

‍

“On a pure cold call, we might get a meeting 1% of the time. On a Warmly call, we get about 40%. Our whole strategy is changing towards driving web traffic, letting them educate themselves, and then we come in and make that connection.”
— Keith Fearon, Head of Growth, Kargo

‍

The Results

In one month, Kargo booked 206 total meetings—62 came from Warmly. That’s additive to their existing pipeline. Of those 62, about 20 came from live chat and the remaining two-thirds came from the Orchestrator—automatically prospecting visitors they missed and following up via email and phone.

‍

The Orchestrator workflow alone converts at roughly 30-40%: Warmly identifies the company, scrapes ICP contacts, pushes them into HubSpot sequences with calls and emails, and SDRs reference the visitor’s location for personalization.

‍

“Our whole digital strategy changed. We time LinkedIn posts, sit and wait, and four SDRs book meetings. We’re even about to send direct mail postcards with just our URL because we’re getting so much from Warmly.”
— Keith Fearon, Head of Growth, Kargo