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AvocaAugust 25 · 1PM ET / 10AM PT
Jack Gashi
VP of Sales at Avoca
Will Gao
Co-founder and head of growth at Ploy
What is ABM?
How AI changed the game
Pulling off scale with taste
3 workflows across the sales cycle
When to use Claude Code vs Ploy
How adoption expands across a team
Historically, ABM meant concentrating research, messaging, outreach, and sales attention on a short list of important accounts.
Focus the team on a small set of high-value opportunities.
Understand each account’s priorities, people, and timing.
Create outreach and materials for the specific account.
Align marketing and sales around the same buying journey.
Teams can now produce account research, messages, and pages at a scale that was previously impossible. Without judgment, that scale creates a lot of junk.
Output 01
Generic industry hook
Output 02
Auto-generated email
Output 03
Templated landing page
Output 04
Synthetic intent angle
Output 05
Generic case study
Output 06
Automated follow-up
Output 07
Generic industry hook
Output 08
Auto-generated email
Output 09
Templated landing page
Output 10
Synthetic intent angle
Output 11
Generic case study
Output 12
Automated follow-up
Scale without taste creates noise.
Use real data to make the prospect feel heard
Deliver exceptional design and experience
Make it easy for champions to advocate for you
Crack open target accounts
Enable champions
Move deals forward
Northstar discovery call
August 21, 2026 · 42 minutes
We have 52 locations, but after-hours lead handling still varies by branch.
Where does the handoff break down most often today?
I would start with 5 locations if we can prove faster response and more booked jobs.
Branch leaders will want a clear baseline, local rules, and an owner for the rollout.
Context from previous calls
Improve after-hours response and book more qualified jobs.
52 locations use regional phone trees and different handoff rules.
Phone, web booking, CRM updates, and branch reporting must work together.
Start with a focused pilot, measure results, and expand with proof.
Focused business pitch
The opportunity
Create one reliable after-hours experience across the network.
Start
5-location pilot
Measure
Response and bookings
Rollout recommendation
Custom ABM outreach earns the first conversation.
Post-discovery assets help the story move internally.
Bespoke proposals show the plan and reveal engagement.
Question 1
Is it a repeated, core sales action?
Then use
Ploy
Put the repeated workflow on rails for the whole team.
Question 2
Is it customer-facing?
External
Ploy
Build the prospect or customer experience in Ploy.
Internal
Claude Code
Build the one-off internal tool in Claude Code.
Give a small group real work and permission to experiment.
Measure usage, output quality, time saved, and deal impact.
Turn proven behaviors into rules, workflows, owners, and training.
Move budget toward the tools and use cases producing bottom-line value.
Systemize repeat sales actions.
Protect discovery time by automating follow-up.
Use page engagement to qualify deal momentum.
Let early adopters prove what should become process.
×Thank you!
Jack Gashi
VP of Sales at Avoca
Will Gao
Co-founder and head of growth at Ploy
