Operator-led sales automation for SDR and revenue teams

Your sales process lives in people’s heads. AI can’t automate that.

Before you buy another AI tool, map the process it’s supposed to run. KML documents how your team actually sells, decides what to automate, assist, or keep human, then builds it in the stack you already pay for.

Book a 30-minute call See services

Run by an operator who leads an SDR team today. Free working session; you keep the map either way.

Inbound lead routing
Example sales decision tree A new lead is assigned and researched automatically. A decision rule checks ICP fit and intent. If no, the lead enters an automated nurture sequence and is re-scored in 30 days. If yes, AI drafts the first touch and a rep edits and sends it. No Yes New lead assigned Trigger Research account Automate Fits ICP + shows intent? Decision rule Nurture sequence Automate Draft first touch Assist Re-score in 30 days Automate Rep edits and sends Human

Why AI pilots stall

Everyone wants to be AI-native. Few teams can explain what happens after “lead assigned.”

  • The process is tribal.Your best rep does it one way, your newest rep another. Nothing is written down, so nothing can be automated.
  • The tools came before the workflow.You bought the AI SDR, the sequencer, the enrichment add-on. Each one automates a step nobody agreed on.
  • Nobody drew the human line.Without a rule for where a person reviews, decides, or takes over, reps either ignore the tool or trust it blindly.

The result is predictable: the pilot quietly dies, reps drift back to their own habits, and the board still asks why pipeline didn’t move.

What teams try instead, and why it stalls

Each option skips the same step: deciding, in writing, how the work should run.

Buy an AI SDR or copilot

It automates a process nobody agreed on. Reps route around it, and the pilot quietly dies at renewal.

Hand it to RevOps

They own the CRM, not the sales motion. It becomes a side project behind every other ticket in the queue.

Hire a consultancy

You get a strategy deck. Somebody still has to build it, and that somebody is usually you.

Work with KML

An operator maps the real process with your reps, draws the decision trees, and builds the automation in your stack. You own the docs and the workflows.

Built for a specific kind of team

If you don’t see yourself in the first list, I’m probably not the right call.

A fit if

  • You run sales development or revenue at a B2B company with an SDR or BDR team
  • Leadership wants AI in the sales process, and making it real landed on you
  • You’ve bought or trialed AI tools, and adoption is the problem
  • The real process lives in a few people’s heads

Not a fit if

  • You want an agency to send cold email for you
  • You want a strategy deck with no build behind it
  • You want a tool, not a change in how the team works

Start with the map

Every engagement builds on it. Keep going only where it pays off.

Start here

Sales process map and automation plan

For leaders with an AI mandate and a sales process that lives in a few people’s heads.

How it works
  • Your end-to-end process documented as it really runs, built from interviews and shadowing with your reps
  • Decision trees for routing, qualification, and every handoff between SDR and AE
  • An automate / assist / human verdict on each step, with the reasoning written down

Then

Automation build

For teams whose CRM, sequencer, and AI add-ons still leave reps copying and pasting between tabs.

How it works
  • Salesforce and Salesloft workflows that remove manual research, logging, and routing
  • AI drafting and research wired in, with human review only where a mistake costs a deal
  • Custom tools, like Chrome extensions, when nothing on the market fits

Or

Outbound system build

For teams standing up sales development for the first time, or rebuilding one that stopped producing meetings.

How it works
  • ICP, segmentation, and territories your reps can actually work
  • Sequences and messaging per segment, with clear rules for when to personalize
  • Lead routing, SLAs, and SDR-to-AE handoff rules

Ongoing

SDR leader coaching

For first- and second-time SDR managers running the new system with a team and a number.

How it works
  • Hiring scorecards and interview loops that predict ramp
  • A 30/60/90 ramp plan and certification path for new reps
  • Call and email coaching frameworks reps actually use

From tribal knowledge to a system that runs without you

1

Map

Interview the reps and managers, shadow the work, and document every step and handoff as it really happens.

2

Decide

Build decision trees. Every step gets a verdict: automate, assist, or keep human, with the reason written down.

3

Build

Wire it into the stack you already pay for: CRM, sequencer, AI agents, and custom tools where nothing else fits.

4

Run

Train the team, measure adoption and pipeline, and tune the rules until the system holds without you watching it.

Built by an operator, not a slide deck.

I’m Keith. I lead sales development teams across enterprise and contact center segments, and I build the tools I wish my reps already had.

  • Runs a live SDR org across enterprise and contact center segments. Every recommendation gets tested against real quota, this quarter.
  • Builds, not just advises: Salesforce and Salesloft automation, AI workflows, and custom Chrome extensions. Tempo is live on the Chrome Web Store.
  • Tool-agnostic. The map decides the tools, starting with what you already pay for. You don’t get handed a deck and a goodbye.
Tempo
Free Chrome extension

Type @@. Your best template appears. Personalize and send.

Text expansion built for sales reps. Works in Gmail, LinkedIn, and most web apps you already prospect in.

Add Tempo to Chrome All apps

From the blog

All posts

Document it before you automate it

Most AI sales pilots don't fail because of the AI. They fail because nobody can describe the process the AI was supposed to run.

4 min read

Where the human stays in the loop: a decision rule for sales automation

A simple test for deciding which sales steps to automate, which to assist with AI, and which to keep firmly human.

4 min read

Find out what to automate first.

Thirty minutes. Bring one workflow that eats your team’s week. You leave with a first cut of what to automate, what to assist, and what stays human — whether we work together or not.

Book a 30-minute call Send a message instead