Trying to derail a gross sales name? Strive saying one thing like:
“Let me ship you pricing after the decision.”
Or, what about:
“I’m unsure about that integration.”
Possibly one thing alongside the traces of:
“I’ll must examine in with my colleague on that.”
For gross sales reps working in fast-paced and changeable environments, it’s not all the time doable to have each reply at their fingertips.
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Reps normally log out calls with a mountain of motion gadgets. The subsequent couple of hours are a mad scramble to search out the suitable information and get solutions over to their prospect. Inevitably, they overlook some follow-ups and lose others to messy notes.
What if I stated you could possibly use synthetic intelligence (AI) to reply complicated questions in real-time, lower follow-up time by two-thirds, and provides your self extra time to give attention to high-value actions like constructing relationships?
Need to understand how we do it?
Learn on.
How will we use AI?
Kaia is our real-time Oknowledge AI Assistant. Consider it as Alexa or Siri for gross sales reps. After I be part of a name, it’s there with me, listening, analyzing, and trying to find methods to assist.
It does a whole lot of stuff—and I imply quite a bit.
- Reside transcription — no extra frantic note-taking.
- Flash playing cards — Kaia cues off key phrases and exhibits me necessary info.
- Motion gadgets — if anybody mentions a follow-up activity, it logs the merchandise for later.
- Bookmarks — I can spotlight key moments to come back again to later.
Right here’s the way it works in follow.
Scale back prospect fatigue
As a gross sales rep, I wish to really feel as assured and ready as doable earlier than they go into conferences. Earlier than Kaia, I spent between one or two hours prepping for every assembly.
Right here’s my outdated breakdown:
- Normal Analysis (30 to 60 minutes): Normal analysis covers all the pieces a prospect would possibly ask about—merchandise, options, use circumstances, integrations, and so forth. Contemplating how rapidly Outreach evolves, this might take quite a bit longer. I restricted it to an hour to depart time for the subsequent—arguably extra necessary—stage.
- Product Positioning Speculation (30 to 60 minutes): Throughout my product positioning analysis, I’ll dig into the corporate and construct a speculation for our name: Why do I believe they want Outreach? How can we add worth? What are their ache factors?
Whereas normal analysis is necessary, my product positioning analysis is make or break. If I get the positioning unsuitable, it’s recreation over.
And but… it’s solely half of my prep time.
Or it was once, not less than.
With Kaia, my supporting analysis turns into redundant, as a result of having an always-on assembly assistant solely adjustments how I reply to prospect questions.
Nailing questions in real-time
Broadly talking, prospect queries cut up into three buckets: Excessive-level questions, technical questions, and positioning questions.
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The high-level bucket contains questions on integrations, pricing, options, and so forth. As a result of our product suite is so massive and quickly evolving, prepping for these questions took up an enormous quantity of my time.
However with Kaia, it’s a unique story.
If somebody asks a few competitor, Kaia exhibits me a battle card with our key differentiators. In the event that they ask a few particular integration, it exhibits me our partnership particulars and integration course of. In the event that they ask about pricing, it exhibits me a pricing card.
By delivering flashcards, Kaia ensures my solutions are completely up-to-date and immediately obtainable. And since Kaia has my again, I can massively cut back my analysis time—typically by as a lot as 67%. Higher but, I can reply as many questions in real-time as doable, lowering prospect fatigue and preserving them engaged.
The second bucket is the tremendous technical stuff like safety requirements. As an alternative of bluffing by a solution, I take advantage of Kaia’s automated follow-ups to immediate me to ship info later.
Lastly, there are positioning questions—the actual focus of the assembly. Whereas consumers will quibble about pricing and ask about options, it’s the positioning questions that can make or break a sale. With Kaia dealing with the opposite two buckets, I can commit all my consideration right here, drilling down into their ache factors and discovering how Outreach can assist.
Lower follow-up time by 67%
Even after I do must comply with up, Kaia nonetheless has my again.
In accordance with one research, gross sales reps spend simply one-third of their time promoting. As we’ve simply seen, prep work takes an enormous period of time. Earlier than Kaia, it was an analogous story with gross sales assembly follow-ups.
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My common follow-up e mail used to take round 60 minutes to jot down. I might go to my conversational intelligence device, seize the decision recording, and paste it into my template. Then, I’d head to Salesforce and examine my notes. I’d re-read them, trying to find follow-up duties. If I had any, I’d hit up Outreach’s data base for product info and Google for extra normal content material.
It was handbook, time-consuming, and type of demoralizing. As a salesman, I wish to spend my time promoting, not manually trying to find info and pasting hyperlinks.
Kaia automated a whole lot of this course of, permitting me to construct a brand new follow-up workflow that takes half the time.
As an alternative of counting on third-party companies, Kaia integrates a whole lot of capabilities into Outreach.
For instance, each time my prospect requests a follow-up or I supply to follow-up with one thing, Kaia creates a activity. After I go to jot down my post-meeting e mail, I see an inventory of all of the follow-up gadgets and might add them with a single click on.
My new workflow lower my follow-up time to a mean of 20 minutes. That has two enormous advantages.
First, my prospects get what they want quicker. A name ends, I get to work, and inside half an hour my prospect has all the additional info they requested and the subsequent steps. Once more, it decreases purchaser fatigue as a result of they aren’t ready days for solutions and data. I’m again to them as quickly as doable, driving the deal ahead.
Second, I reclaim 40 minutes of my time. That doesn’t sound like quite a bit, nevertheless it’s 40 minutes per assembly. If I run 10 conferences every week, that’s 6.6 hours—time I can spend on totally different accounts and tasks.
Kaia makes me a greater gross sales rep
After I’m speaking to our prospects about Kaia, I give attention to the return on funding (ROI). Whereas Kaia doesn’t pour in additional leads on the high of your funnel (like many Outreach merchandise do), it helps reps do extra with what they have already got.
The ROI comes from delivering a greater shopping for expertise, saving time, and liberating reps to give attention to what they’re greatest at—constructing relationships, constructing narratives, and discovering options.
An authentic model of this text appeared on Outreach.io
