How Unify’s NBR team turned smarter outbound into 114 qualified opportunities in a month

Manual prospecting and fragmented tools limit scale and focus for outbound sellers

Unify was seeing a ton of early traction in terms of both traffic and revenue. However, their New Business Rep (NBR) team, led by Skyler Mickunas and NBRs like Tarun Bobbili and Harry Braniff, was running outbound the old-fashioned way. Outreach was sent through Gmail, research through LinkedIn Sales Navigator, enrichment with Apollo.io, and calling through Orum.

It was an entirely manual process:

• Reps spent more time researching and manually enriching than they did actually engaging buyers
  
• Outreach lacked focus and personalization, often spreading a wide net rather than targeting the right people
  
• Emails were not landing due to deliverability issues, forcing reps to rely heavily on cold calls
  

Harry, in his second BDR role, estimated spending over half of his day on research and prospecting, leaving only a fraction of time for actual selling.

"I was spending more time finding the right people than actually trying to sell the product.”
— Harry Braniff, New Business Representative

The team needed a way to scale outbound without sacrificing personalization. The ideal would be bringing every part of the BDR workflow, from prospecting to engagement, into one unified platform.

Unify launches Unify for Sales Reps for BDR's end-to-end workflow

When Unify began rolling out Unify for Sales Reps, the NBR team became its first adopters. Within two weeks, they had completely replaced their old workflow with Unify’s single, integrated experience.

With Unify for Sales Reps, reps could now:

• Get full visibility into who was showing interest with intent signals, making every outreach “warm outbound” rather than cold
• Automatically prospect into accounts showing intent to find decision-makers and sequence them instantly
• Leverage AI-generated context and snippets for each prospect based on their intent, so outreach was hyper-personalized at scale
• ‍Dial directly inside Unify with the Trellus.ai, eliminating the need to ever leave Unify for outbound 

This workflow has transformed the team’s daily rhythm. Tasks that once took hours, such as sourcing, enriching, and sequencing, now take minutes. Tarun set up an automated outbound play targeting 200 BDR leaders in 15 minutes, booking three meetings within one week. Before Unify for Sales Reps, this would have taken three full weeks to build out.

“With Unify for Reps, everything happens in one place. I can’t imagine doing my job without it.”
— Tarun Bobbili, New Business Representative

From cold chaos to warm precision with record results

The results of adopting Unify for Sales Reps were immediate and measurable, both in terms of productivity and revenue-generated.

80% less time spent prospecting 
Harry reduced his prospecting from five hours to one hour per day, freeing up more time for personalizing engagements and follow-ups.

114 qualified opportunities booked in a month
Across the six-person NBR team, Unify for Sales Reps helped drive 114 qualified opportunities in one month, a new company record.

$1.1M in closed-won revenue in <1 year
Because their outbound is warm and targeted, it converts at a much higher clip, leading to over $1.1 million in closed-won revenue just from NBR outbound.

10x faster to write personalized emails
With Unify for Sales Reps’ out-of-the-box AI research and copywriting capabilities, Tarun & Harry are able to write personalized emails in a fraction of the time. 

Meetings booked with top logos
With Unify in place, Tarun, Harry and team have been able to book meetings with top enterprise companies like Grammarly, MongoDB, and DocuSign. 

1 week to ramp new NBRs
With at-the-ready intent and pre-built plays, new reps are able to perform right away, with new hire Will Taffe booking five meetings in his first two weeks.

"Every time we take a shot now, it’s a warm one. We know exactly why we’re reaching out and how to start the conversation."
— Skyler Mickunas, New Business Leader

Looking forward: Scaling warm outbound with more signals and automation

The team plans to double down on using Unify’s AI and automation capabilities to scale coverage without sacrificing human touch. Their strategy is simple:

• Use automation and AI where bandwidth is limited.
• Dedicate human effort to high-value accounts and personalized engagement.

“We never replace smart human touch with automation. We use AI to fill the gaps so reps can focus on what really matters.”
— Skyler Mickunas, New Business Leader

As Unify continues to expand the Unify for Sales Reps offering, the NBR team expects to further shorten cycles, improve deliverability, and set a new standard for how outbound teams operate.

Recommendation to others: Warm outbound beats cold every time

For BDR and outbound leaders still running static lists and cold sequences, Skyler offers this advice:

“If your team is still relying on stale data or juggling three different tools, you’re already behind. Unify for Sales Reps gives your team the context, signals, and speed to act all under one roof, so sellers can be more productive than ever.”
— Skyler Mickunas, New Business Leader