Salesloft, provider of the only platform that prioritizes, automates, and recommends actions to help revenue teams close more business, announced new platform enhancements that use AI to identify important deal insights that revenue teams can use to close more deals. These new conversation intelligence capabilities extract deeper pipeline insights from calls, help sellers more efficiently prepare for meetings with buyers, help sales managers identify targeted feedback for their reps, and capture all members of complex buying committees without manual data input.
“Every opportunity is basically an extended conversation between a buying group and a selling group,” said Ellie Fields, chief product officer at Salesloft. “Each interaction over the course of weeks or months is a chance to understand the buyer, address their objections and win a deal. But it’s too hard for people to keep all that information top of mind. That’s where Salesloft’s rich data platform and AI come in. We distill key moments from every conversation, then use that insight to save sellers time and make them smarter; for example, providing prep in the minutes before a meeting.”
As part of its spring product launch, Salesloft is unveiling four new key capabilities:
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Conversation Key Moments:
Reviewing call recordings and transcripts to identify deal risks and opportunities is both labor-intensive and ineffective. With Conversation Key Moments, generative AI does the heavy lifting by analyzing meeting transcripts to extract important information so teams can gain insight into how competitors, objections, and decision-makers are affecting buyer decisions. Key Moments appear throughout Salesloft Conversations so sales teams have quick and easy access to important information wherever they are in their workflow.
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Meeting Prep Workflow:
Preparing for calls with buyers is a time-consuming task that often slips through the cracks due to time constraints. AI consolidates past conversations data, key moments, and deal summaries into a single “cheat sheet”, helping sellers consistently prepare for meetings with buyers in a fraction of the time, while aligning the entire selling team before a customer meeting. Meeting prep is surfaced as an action directly in a seller’s Rhythm workflow, allowing sellers to quickly review important deal information before a meeting. An email with a pre-populated agenda and action items is created on behalf of the seller and can be sent to meeting participants ahead of a call, so attendees know what to expect.
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Auto Buying Group Capture:
Today’s selling environment is marked by larger, more complex buying groups, where just one stakeholder can affect the outcome of a deal. Yet Salesloft data shows the majority of opportunities do not include multiple contacts on deal records. If a “person” record doesn’t already exist, Salesloft now automatically creates one for all identified persons on an email or in a meeting and logs their activities. Interoperability with Salesloft Deals links each new record to related opportunities in the platform and adds those stakeholders directly on the deal page, giving revops and sales leaders a holistic understanding of influential members of buying groups and the activities most likely to drive to a successful outcome.
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AI-assisted Conversation Scorecards:
Managers can now quickly identify coachable moments for team members. AI pre-populates scorecards with assessments of rep performance by analyzing conversation transcripts of customer interactions and meetings, creating a significant time-savings for managers. These scorecards will surface as action items directly in a manager’s Rhythm workflow, allowing them to give their team targeted and timely feedback that can impact in-flight deals. Reps can also request scorecards, which populates a Rhythm action item for their manager to complete, creating visibility for successful calls and making it easier for sellers to ask for support when they need it. Salesloft offers the only AI-assisted conversation scorecard available in the daily workflow.
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“Salesloft’s Auto Buying Group Capture solves a manual process that is preventing us from getting the full picture of our opportunity reporting,” said Drew Moldenhauer, Global CRM Business Partner at 3M. “It’s a simple solution that requires minimal change management from reps.”
SOURCE: BusinessWire