selling conversational intelligence

Selling Conversational Intelligence Software

Sales leaders often preach about things like having confidence, bringing “swagger” to the table and having a winners mindset. However, they often neglect the topics that are a bit “uncomfortable” to some when it comes to selling conversational intelligence solution. Things that everyone at the table is thinking about, but often are …

What a conversational intelligence platform for sales does and doesn't do

What a conversational intelligence platform for sales does and doesn’t do

Many leaders and great companies today are either looking for or using the next “big” conversational intelligence platform for sales. In reality, they are more than likely using a combination of recording and maybe analytics software that has been around for years (ok… maybe more than a few years… actually – it’s been around since at least 1903). So how is this piece of conversational intelligence so revolutionary?

Ways to measure success using conversational intelligence for coaches

Ways to Measure Success using Conversational Intelligence for Coaches

“What gets measured gets improved” – how many times have you said this as a coach, manager, trainer, or even just to yourself? If you are anything like me, probably a bunch. I have said it a bunch of times because it is true. What gets measured, does, in fact, get improved. A couple of examples come to mind like laps around a track on a sportbike. The first time that I rode a sportbike, I was thrilled at how “fast” I was until I realized how much faster those people passing me were. After some classes and concentrating on how to get the most performance out of the bike, by times around a track went way faster. But, there is not always a way to intelligently measure every aspect of coaching. Frankly, there are several variables that can make this measurement difficult as well. Conversational Intelligence for coaches can play a big role in measuring coaching, but there is more to a successful coaching program than that. Below are some common and uncommon ways that the best sales orgs are measuring the success of their sales coaches.

Why your reps do not apply their sales training

Why your reps do not apply their sales training

The number one problem with any sales training is that we spend a great deal of time practicing, training, and honing our skills… but managers don’t always follow through on making sure the training is being applied.  One reason is that there is not an unlimited amount of time in the day, but the other is that manager may not be able to sit with each rep on every call due to conflict. 

Why introverts make the best sales reps

Why Introverts Make the Best Sales Reps

Organizations that look to scale, should start to see the power of introverts in a sales culture because many introverted traits can be found in some of the most successful sales reps. One trait that is especially powerful is listening, which can help create rapport with clients. Another key trait is being able to synthesize ideas internally, which can help make for better solutions and keep an internal dialogue open with oneself. It is well documented that when it comes to things like talk/listen ratio that listening more, usually results in a win. Conversational intelligence platforms and call intelligence software clearly showcase this metric. Introverts listen more than they talk, talking a lot doesn’t help winning… Where is the disconnect?

Top 5 signs you are ready to stop being reactive with call coaching

Top 5 Signs You are Ready to Stop Being Reactive with Call Coaching

There is a very specific reason that stop signs, traffic lights and push notifications are red. When humans see red, their reactions become faster and more forceful. We, as humans, associate red with danger (think about the last time you saw someone get mad or angry, what color did their face turn?). So, it is only natural that tech companies use that color to draw user’s attention to the actions they want them to take. The problem becomes when that push notification or number starts to lose its emotional connection with the pain of not taking action. When call coaching, after the sixth time of role-playing with a single rep hasn’t worked, the notification associated with a competitor being mentioned on that rep’s call stops being cared about.

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