Month: October 2021

Measuring the ROI of Conversational Intelligence Coaching Software

Measuring the ROI of Conversational Intelligence Coaching Software Intelligence coaching

Picture this, as the sales leader for your company over the past year you have done some amazing things. You doubled last year’s new business revenue, ACV is up, win rates against your biggest competitors are up and yet the dreaded year end tech stack review with your CFO still has your palms sweating. Salesloft or Outreach, yep – approved. Your sales development reps need a tool to run their prospecting, and the coaching it provides makes an immediate impact on pipeline generation. Customer Relationship Management tool (CRM), yep, you need a place to manage your opportunities. DocuSign, no brainer – of course we are keeping this, we need a way to get contracts signed. The line item comes up for your Conversational Intelligence Coaching Software, and you are asked if the $26000 is worth it for a call recording tool that transcribes your calls. How do you answer that?

The Problem with Conversational Software

The Problem with Conversational Software conversational software

Anyone who has spent any short period of time cold calling knows the euphoria of not only getting someone on the phone but also the endorphin dump your brain experiences when the person you are talking to says “I’m interested”. It is one of those scenarios where all logical thought, everything you learned in onboarding and all common sense goes out the window as your natural instinct is to seize the opportunity to win. Reviewing calls like this in traditional, reactive conversational software, is in a lot of ways like playing Russian roulette. You never know what is going to happen next… could be really good, or the call (and subsequent opportunity) could quickly die.

Your Sales Coaching Leaves Something to be Desired

Your Sales Coaching Leaves Something to be Desired Sales Coaching

The battles we face in sales coaching are not likely to have universe-wide good vs evil ramifications or severe injury, or death. However, it doesn’t mean that we can’t learn from the mistakes made in the Star Wars Universe by Jedi Masters. (if this is too geeky, you can stop reading…). Below are the top 3 reasons that something to be desired, your sales coaching leaves.

Reactive Conversation Intelligence Software, is Not Reality

Reactive Conversation Intelligence Software, is Not Reality Conversation intelligence software

But we already are using frameworks…

Scripts, playbooks, Wikis, battle cards, cheat sheets… Your sales enablement organization is likely already deploying their method and subsequent tool to help your sales reps know how to organize call structures based upon variables like lead source, opportunity stage, buyer persona, current technographics, etc. Sales frameworks are, in large part, essentially the same thing; unfortunately what we have found is that regardless of the naming convention you use internally to describe the roadmap your reps should be using, the reality is that they often are not.

5 Reasons to Use Sales Frameworks (Now)

5 Reasons to Use Sales Frameworks (Now) Sales frameworks

But we already are using frameworks…

Scripts, playbooks, Wikis, battle cards, cheat sheets… Your sales enablement organization is likely already deploying their method and subsequent tool to help your sales reps know how to organize call structures based upon variables like lead source, opportunity stage, buyer persona, current technographics, etc. Sales frameworks are, in large part, essentially the same thing; unfortunately what we have found is that regardless of the naming convention you use internally to describe the roadmap your reps should be using, the reality is that they often are not.

Why Your Cold Calling Scripts Don’t Work

Why Your Cold Calling Scripts Don’t Work cold calling scripts

Hello, is this Mr. (NAME)? This is Bob and we have a very special offer for – *click (call disconnected). Does that sound about right? That’s because cold calling scripts don’t work – and that didn’t work because Bob was really set up for failure in the first place. Anecdotal, this has been quite obvious for some time… but using conversational intelligence software has made the fact that cold calling scripts don’t work. There are several problems with scripts and how they are applied to sales to list here, but in this blog, we are going to concentrate on the top several reasons that cold calling scripts don’t work and what you can do to achieve the same results without having every employee and prospect loath the thought of communication to do with you organization.

3 Reasons You Need Sales Call Intelligence Software

3 Reasons You Need Sales Call Intelligence Software call intelligence software

A standard salesperson is going to change what they say a little bit on every call. But if you’re anything like me you probably say something pretty close on most standard calls. Your top performers are likely more consistent than your low performers. Sometimes top performers change things up a little bit and their performance can suffer as a result. Having the ability to track consistency across sales calls, and also enable salespeople to say the best structure of a call every time, is a great reason to invest in sales call intelligence software.

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