Manage episode 178472985 series 1400361
- Sabrina Atienza UC Berkeley - physics and computer science and her co-founder is math, electrical engineering, and computer science
- Tried selling this into big-pharma and large enterprise
- She memorized scripts to go door-to-door in high school to raise money
- She learned all she could about sales. Lots of theory and hard to master it and apply it on a live call.
- Deep Learning since maybe 2012 has made AI more practical
- Speech recognition in real time in 2007 was not possible
- Prospects think there is “no way this will work in real time.”
- Recommends tight scripts for the first 20 seconds on a cold call.
- Creates “battle cards” for salespeople to reply.
- It takes practice to avoid cognitive overload.
- Module #1: AI listens to the best reps on the team to see how they open, ask high-impact sales questions, qualify, sequence, probes, trial closes, etc. Turn that into Battle Cards.
- Module #2: Real time listening
- Module #3: Analytics, post-mortem for management
- Refresh content on a weekly basis in the listening to update Play Books rapidly vs. six months to have an outsider manually create this.
- Make real scripts in real time vs top-down creation and delivery of scripts.
- Create Deck Sits on top of dialer or web conferencing platforms
- She uses Outreach Sits in the browser and detects when a call starts from your computer Detects when the call ends so sales reps don’t even have to click out.
- Full reporting and analytics.
- Shows discounts, rep questions, customer profiles, customer questions, trial closes, next steps Sales teams as small as five reps.
- Quantum Circuit Simulator during a hack-a-thon Qurious.io
- $80/seat/mo + $49/mo/seat for analytics
33 episodes available. A new episode about every 19 days averaging 44 mins duration .