AI Account Intelligence That Makes Buying Committees Take Action
- Katya Tarapovskaia
- Aug 21
- 2 min read
The Challenge:
Target account: 50K+ employee SaaS company
Buying committee: 8+ stakeholders across IT, Security, Procurement, and C-suite
Previous attempts: 6 months of cold outreach with zero traction
Problem: No visibility into WHO was involved or HOW they made decisions
The Solution:
Buying committee mapped + personalized, multi-channel orchestration
Full committee visibility - Identify all stakeholders
Personality-driven messaging for each persona
Coordinate LinkedIn + email sequences
Multiple internal champions advocating
The Stack & How to Implement It:
1. Humantic AI
Do the heavy lifting on Account Intelligence
Map the entire buying committee structure
Profile decision-makers with DISC personality insights
Adapte messaging to each persona's communication style (Director = direct, Analyst = data-heavy)
Optimize outreach timing based on personality patterns
2. Claude MCP
Content & Strategy Engine
Analyze CRM + past interactions for behavioral patterns
Create persona-specific content (emails, LinkedIn messages, reports)
Generate next best action suggestions based on historical data
Built custom research dossiers for each committee member
3. HubSpot CRM
Central GTM Brain
Sync all buying committee data + interaction history
Trigger automated workflows based on engagement signals
Track multi-stakeholder journey progression
Orchestrate email sequences with smart send-time optimization
LinkedIn Automation
Launch personalized LinkedIn outreach sequences
Auto-handoffs to email campaigns after connection acceptance
Social selling touchpoints coordinated with email timing
Connection requests tailored to each personality type
5. Make.com
Workflow Orchestration
Connect Humantic insights → Claude content → HubSpot campaigns
Trigger personalized sequences based on real-time engagement signals
Auto-enriched contact data across all platforms
Create smart alerts when multiple committee members engaged
and / or
6. Zapier
Notifications & Updates
Sent Slack alerts when key personas engaged across any channel
Auto-updated CRM records with personality insights + interaction scores
Schedule follow-up tasks based on engagement patterns
Sync LinkedIn activities with email campaign triggers
The Multi-Channel Flow
1. Week 1–2 → LinkedIn connect + intro email with Humantic personality insights
Connection request mentioning specific company initiative
Welcome email 48 hours later with relevant industry insight
Week 3–4 → Persona-tailored value emails
Industry insight relevant to their role + personality
Case study matching their company profile + decision-making style
Tool/resource that solves their specific pain point
Week 5–6 → Social proof + soft meeting ask
Customer success story from similar company size/industry
LinkedIn engagement on their posts (automated but relevant)
Soft meeting request with specific agenda tailored to their priorities
Week 7–8 → Direct outreach to high-engagers
High engagers: Calendar link + personalized video
Medium engagers: Additional value content + alternative contact methods
Low engagers: Break-up email + 6-month nurture sequence
Why This Works:
Account Intelligence First → Mapped the entire ecosystem before selling
Personality-Driven Everything → Messaging, timing, and channel preferences
Multi-Stakeholder Orchestration → When 3+ people discuss you internally, deals accelerate
Automation Amplifies Intelligence → Insights become actions without manual work
Compound Channel Effects → LinkedIn + email cross-pollination increased response 3x
Total monthly investment: ~$650 (excl. HubSpot plan)
Most Revenue teams are still playing single-threaded, personality-blind sales.
While you're sending the same generic message to everyone, your competitors are running AI-powered buying committee orchestration that adapts to each stakeholder's decision-making style.
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