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.”
Perhaps one thing alongside the strains of:
“I’ll must verify in with my colleague on that.”
For gross sales reps working in fast-paced and changeable environments, it’s not at all times potential to have each reply at their fingertips.
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Reps often log out calls with a mountain of motion gadgets. The subsequent couple of hours are a mad scramble to search out the fitting information and get solutions over to their prospect. Inevitably, they neglect some follow-ups and lose others to messy notes.
What if I stated you might use synthetic intelligence (AI) to reply complicated questions in real-time, minimize follow-up time by two-thirds, and provides your self extra time to concentrate on high-value actions like constructing relationships?
Wish to know the way we do it?
Learn on.
How can we use AI?
Kaia is our real-time Okaynowledge AI Assistant. Consider it as Alexa or Siri for gross sales reps. Once I be part of a name, it’s there with me, listening, analyzing, and trying to find methods to assist.
It does a number of stuff—and I imply so much.
- Dwell transcription — no extra frantic note-taking.
- Flash playing cards — Kaia cues off key phrases and exhibits me essential data.
- Motion gadgets — if anybody mentions a follow-up process, 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 observe.
Scale back prospect fatigue
As a gross sales rep, I wish to really feel as assured and ready as potential earlier than they go into conferences. Earlier than Kaia, I spent between one or two hours prepping for every assembly.
Right here’s my previous breakdown:
- Basic Analysis (30 to 60 minutes): Basic analysis covers all the things a prospect may ask about—merchandise, options, use instances, integrations, and so forth. Contemplating how shortly Outreach evolves, this might take so much longer. I restricted it to an hour to go away time for the following—arguably extra essential—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 basic analysis is essential, my product positioning analysis is make or break. If I get the positioning unsuitable, it’s sport 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 break 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 special story.
If somebody asks a couple of competitor, Kaia exhibits me a battle card with our key differentiators. In the event that they ask a couple of 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 accessible. And since Kaia has my again, I can massively scale back my analysis time—generally by as a lot as 67%. Higher but, I can reply as many questions in real-time as potential, decreasing prospect fatigue and maintaining them engaged.
The second bucket is the tremendous technical stuff like safety requirements. As a substitute of bluffing via a solution, I exploit Kaia’s automated follow-ups to immediate me to ship data 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 may make or break a sale. With Kaia dealing with the opposite two buckets, I can dedicate all my consideration right here, drilling down into their ache factors and discovering how Outreach might help.
Reduce follow-up time by 67%
Even after I do should comply with up, Kaia nonetheless has my again.
In keeping 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 electronic mail used to take round 60 minutes to write 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 verify my notes. I’d re-read them, trying to find follow-up duties. If I had any, I’d hit up Outreach’s information base for product data and Google for extra basic content material.
It was guide, time-consuming, and sort of demoralizing. As a salesman, I wish to spend my time promoting, not manually trying to find data and pasting hyperlinks.
Kaia automated a number of this course of, permitting me to construct a brand new follow-up workflow that takes half the time.
As a substitute of counting on third-party providers, Kaia integrates a number of features into Outreach.
For instance, at any time when my prospect requests a follow-up or I provide to follow-up with one thing, Kaia creates a process. Once I go to write down my post-meeting electronic mail, I see an inventory of all of the follow-up gadgets and might add them with a single click on.
My new workflow minimize my follow-up time to a median of 20 minutes. That has two big 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 data they requested and the following steps. Once more, it decreases purchaser fatigue as a result of they aren’t ready days for solutions and knowledge. I’m again to them as quickly as potential, driving the deal ahead.
Second, I reclaim 40 minutes of my time. That doesn’t sound like so much, however it’s 40 minutes per assembly. If I run 10 conferences every week, that’s 6.6 hours—time I can spend on completely different accounts and tasks.
Kaia makes me a greater gross sales rep
Once I’m speaking to our prospects about Kaia, I concentrate on the return on funding (ROI). Whereas Kaia doesn’t pour in additional leads on the prime 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 concentrate on what they’re finest at—constructing relationships, constructing narratives, and discovering options.
An authentic model of this text appeared on Outreach.io
