Seeking 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 test in with my colleague on that.”

For gross sales reps working in fast-paced and changeable environments, it’s not all the time attainable to have each reply at their fingertips.

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Reps normally sign off calls with a mountain of motion gadgets. The subsequent couple of hours are a mad scramble to seek out the fitting data and get solutions over to their prospect. Inevitably, they overlook some follow-ups and lose others to messy notes.

What if I mentioned 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?

Wish to know the way we do it?

Learn on.

How will we use AI?

Kaia is our real-time Okaynowledge AI Assistant. Consider it as Alexa or Siri for gross sales reps. Once I be a part of a name, it’s there with me, listening, analyzing, and looking for methods to assist.

It does plenty of stuff—and I imply loads.

• Stay transcription — no extra frantic note-taking.
• Flash playing cards — Kaia cues off key phrases and reveals me necessary info.
• Motion gadgets — if anybody mentions a follow-up job, 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.

Cut back prospect fatigue

As a gross sales rep, I wish to really feel as assured and ready as attainable 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 every little thing a prospect would possibly ask about—merchandise, options, use instances, integrations, and so forth. Contemplating how shortly Outreach evolves, this might take loads 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 feel they want Outreach? How can we add worth? What are their ache factors?

Whereas basic analysis is necessary, my product positioning analysis is make or break. If I get the positioning mistaken, it’s recreation over.

And but… it’s solely half of my prep time.

Or it was once, no 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 consists of questions on integrations, pricing, options, and so forth. As a result of our product suite is so giant 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 reveals me a battle card with our key differentiators. In the event that they ask a few particular integration, it reveals me our partnership particulars and integration course of. In the event that they ask about pricing, it reveals 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 cut back my analysis time—generally by as a lot as 67%. Higher but, I can reply as many questions in real-time as attainable, lowering prospect fatigue and maintaining them engaged.

The second bucket is the tremendous technical stuff like safety requirements. As an alternative of bluffing via a solution, I exploit Kaia’s automated follow-ups to immediate me to ship info later.

Lastly, there are positioning questions—the actual focus of the assembly. Whereas patrons 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 commit all my consideration right here, drilling down into their ache factors and discovering how Outreach may also 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 identical story with gross sales assembly follow-ups.

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My common follow-up e mail used to take round 60 minutes to write down. I might go to my conversational intelligence instrument, seize the decision recording, and paste it into my template. Then, I’d head to Salesforce and test my notes. I’d re-read them, looking for follow-up duties. If I had any, I’d hit up Outreach’s data base for product info and Google for extra basic content material.

It was handbook, time-consuming, and type of demoralizing. As a salesman, I wish to spend my time promoting, not manually looking for info and pasting hyperlinks.

Kaia automated plenty 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 providers, Kaia integrates plenty of features into Outreach.

For instance, each time my prospect requests a follow-up or I provide to follow-up with one thing, Kaia creates a job. Once I go to write 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 attainable, driving the deal ahead.

Second, I reclaim 40 minutes of my time. That doesn’t sound like loads, however 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

Once I’m speaking to our clients 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 releasing reps to give attention to what they’re finest at—constructing relationships, constructing narratives, and discovering options.

An unique model of this text appeared on Outreach.io