Focus Beats Volume: The Secret Sauce of Pocus AI

TL;DR

• Announcement: Deep dive into Pocus’ secret sauce - our Relevance Agent™ and the results we’ve been able to drive for customers with this game-changing AI. 
• Hot take: the industry is racing to add more data, tools, and force more volume. We found that the highest performing sales teams are strategically reducing focus. Focus on fewer but better accounts leads to 3x more pipeline on average. 
• The Movement: We're leading "The Great Simplification" in B2B sales—moving away from activity maximization toward strategic focus, where less activity produces dramatically more revenue

In the era of infinite data, the greatest competitive advantage isn’t in adding more data – it’s having less noise. 

Doing less in this case, is actually more. 

A strategic reduction in the amount of data we throw at reps, the number of tools they use, and the volumes they send is actually the key lever to revenue growth. 

According to McKinsey's latest Revenue Excellence Report, sales reps at enterprise organizations now spend only 23% of their time actually selling, down from 36% just five years ago (McKinsey, 2024). 

The culprit? An explosion of data without the intelligence to make it actionable.

That’s why we built Pocus AI, a collection of agents tasked with one thing - simplifying a reps daily workflow to supercharge their output. In this blog, we’ll deep dive into the secret sauce powering Pocus AI, our Relevance Agent™. Continue reading to learn more about how the Relevance Agent™ is already driving results for customers like Canva, LaunchDarkly, and Miro. 

‘Throwing the Phone Book at Reps’

That’s what it feels like to work within the current broken GTM tech stack. Hundreds of accounts, thousands of contacts, and endless "signals" competing for attention. The result? Sales teams drowning in data but starving for insight.

We’ve always leaned on a solution of more. 

If we’re underperforming pipeline goals, add more reps, find more data, send more emails.  But this approach merely masks a fundamental problem: sales tech stacks are broken. Reps waste precious time jumping between multiple tools, piecing together incomplete data, and making countless decisions without proper context.

This broken approach has created three critical problems:

• Decision Fatigue: 78% of sales professionals report feeling overwhelmed by the number of accounts they're expected to manage strategically (Gartner Sales Enablement Survey, 2024)
• Toggle tax: The average enterprise sales rep switches between 14 different tools daily, losing up to 90 minutes in context-switching costs (Forrester Sales Productivity Study, 2023)
• Signal Commoditization: 67% of B2B buyers report receiving identical outreach from multiple vendors using the same trigger events (Demand Gen Report, 2024)

So instead of focusing on more, the real alpha for revenue growth comes from strategically doing less. 

Introducing Relevance Agent: Leading ‘The Great Simplification’

Today, we’re officially launching a feature that has been in the hands of our customers for a while. Our Relevance Agent™ is not just another fluffy AI solution competing for attention in your stack, but the beginning of a fundamental shift in how GTM teams operate.

While some revenue tech focuses on infinite playgrounds of signals, the Relevance Agent™ centers on focused guidance. Instead, give reps the most advanced AI for GTM. The Relevance Agent™ learns your business better than your average rep so every insight and recommended action is highly relevant.

The result is a simplified workflow that supercharges rep output. 

• Insider intelligence, not commoditized data: Uncover hidden opportunities your competitors miss with insights tailored to your specific business context, not the same signals everyone else chases.‍
• More synthesis, less noise: Our Relevance Agent™ filters out the noise so your reps can concentrate their energy where it actually matters.‍
• Higher quality pipeline: Generate higher quality pipeline as a result of more focused reps who are able to strategically prospect into the right accounts at the right time.

We’ve seen results across thousands of reps at our customers. They aren’t spraying and praying into the TAM, instead they are focused on the right accounts, the right people, and right insights. Reps who use Pocus are generating 2.8x more revenue and 3x more pipeline on average compared to their peers. 

Go Beyond Personalization

How many times have you gotten an email with some basic personalization about where you went to school, the city you live in or something else commoditized and not unique to you? Recently with the flood of AI SDRs on the market we’ve seen multiple vendors sending the same email with the same signal personalization. 

That’s the problem with building personalization off of commoditized data. It might be “personalized” but it won’t be RELEVANT. 

What matters isn't how personalized your message is, but how relevant your insight is to the prospect's business objectives.Our Relevance Agent™ doesn't just help you personalize faster—it fundamentally changes which accounts you focus on, the personas you engage, and yes the type of messaging you send.

Relevance in Every Step of Prospecting 

The Relevance Agent™ transforms every step of the prospecting process by infusing intelligence into every step. Here's how the workflow unfolds with Relevance Agent™ at its core:

#1 Capture signals 

Old way: reps go digging through a variety of data sources while struggling to make sense of whether they matter for a particular account. There’s an overload of information instead of clear guidance on what signals matter and indicate an account is ready for engagement. 

With Relevance: Knowledge Agents mine both external sources and your internal data (CRM, call recordings, notes) to surface unique buying signals, then prioritize them based on what the agent understands are the account’s priorities. This isn’t just typical “web scraper” insights, it’s tuned to understand your business. 

#2 Prioritize the right accounts 

Old way: Manually synthesizing data points to prioritize the right accounts. 

With Relevance: Get proactively alerted in your Pocus Inbox. The Relevance Agent™ monitors your accounts 24/7 alongside our Knowledge Agents to surface the most compelling events to help prioritize rep focus on the highest leverage activities. 

#3 Develop an account plan & strategy

Old way: Reps cobble together generic account research from disparate sources and can only give their top accounts this level of attention. 

With Relevance: Every account gets a robust AI Strategy created in seconds not hours. Relevance Agent™ creates comprehensive account strategies by analyzing the intersection between your unique value propositions and the prospect's business priorities. Not generic “here’s what they do” or basic “what we read in the 10K”; Pocus is contextualized for reps in what they care about. 

#4 Identify decision makers 

Old way: Reps target generic titles, sift through multiple data enrichment tools, and spend hours manually mapping org charts with incomplete information.

With Relevance: By deeply understanding your ICP through analysis of your enablement materials, the Relevance Agent™ identifies not just relevant titles, but the specific personas most likely to champion your solution. These personas are surfaced to reps as recommendations in the Prospector.

#5 Crafting relevant messaging for outreach

Old way: Reps use templated outreach or generic personalization that fails to connect business value to prospect priorities.

With Relevance: Our AI email generator or Smart Messages generates content tailored to both the specific contact and the account's strategic context. The result is outreach that demonstrates genuine understanding of the prospect's business challenges and connects them directly to your unique value

An Intelligent Ecosystem

The Relevance Agent™ actively eliminates irrelevant information, increasing what we call "intelligence density"—the ratio of actionable insights to total information volume. The Relevance Agent™ has the unique ability because it is operating on top of your entire existing data ecosystem and constantly learning. 

• Internal Knowledge Integration: The agent continuously processes your CRM data, call recordings, sales enablement materials, and tribal knowledge to capture the full context of your business. 
• External Signal Processing: Beyond news and social media, our Knowledge Agents monitor thousands of specialized sources tailored to your industry and ICP. All of this intel gets stored in our proprietary event feed - a robust database of thousands of signals. 
• Adaptive Learning: The AI system is continuously evolving and learning based on what actually works for your specific business, not generic best practices. 

This system of intelligence is something competitors can’t replicate, making your GTM approach truly unique to your context. Even competitors who access the same signal sources couldn’t replicate this because they lack your rich internal data. 

See below for a quick demo of how any RevOps team can easily tune the Relevance Agent™ to your specific context:

Join ‘The Great Simplification’ Movement

At Pocus, we believe we're at the beginning of a fundamental shift in go-to-market strategy: The Great Simplification. After years of increasing complexity, tool proliferation, and data overload, the pendulum is swinging back toward focus, relevance, and strategic depth.

Relevance Agent™ isn't just a new tool, it's the spearhead of this movement away from the "more is better" paradigm that has dominated sales tech for the past decade.

Experience the Magic for Yourself

Ready to lead the great simplification in your organization? Schedule a demo today to see how our AI can transform your approach by helping your team do less, but better.

Your competitors are still playing the volume game. Beat them by changing the rules.