WEBVTT

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<v ->Buyers are deeply
frustrated with the lack</v>

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of preparation from their
vendor partners in meetings.

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And they, they, they expect more

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because they're more
knowledgeable and sophisticated.

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So we have to meet the
customer where they are.

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Technology can be an accelerant to this.

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Like if you understand how to use it

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and leverage it, I mean, I
would never get on a sales call

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with a customer without
using AI as a thought partner

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to understand their
world, their landscape,

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their competitive situation,

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what challenges they're likely facing.

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You know, you have to
do your homework today.

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I would say first is a
baseline, a good ratio on a,

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on a sales meeting is 60%
listening, 40% talking.

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But so much of selling
today is done virtually.

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We're all on teams, we're all on Zoom.

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So here we are doing this.

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AI is a phenomenal sales coach

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'cause it will break
down a sales conversation

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and provide data and insights into

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who spent the most time listening,

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who spent the most time talking,

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what were the quality of questions.

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It did, the follow up question,
follow up questions, elicit,

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probing and looping to understand.

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And so like, so you can
start to map the quality

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of a sales conversation

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through technology in a very
precise and efficient way.

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And I think it's, it's, I, it's one

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of my favorite ways to use it.

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I think it makes me a better sales person,

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a better sales leader
and a better sales coach.

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And it's black and white.

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I mean, you can see the
direction of the call,

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how engaged the customer was, what kinds

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of questions a seller asked.

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And then what you can extract
from that is knowledge stands

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for best practices, domain
expertise that you can use

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as a coaching and development tool.

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Not only with that one rep,
but across a commercial team.

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AI should fund mentally alter

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sales preparation and sales development.

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It should be an accelerant to how we learn

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because what it's giving
you is on the job,

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real time feedback

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and an ability to precisely
audit every single touch point

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you have with a customer.

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And you take all of that
knowledge and data and instill it.

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And then what it provides
you is pretty efficient

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and effective prompting
for one, how to prepare,

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and two, how to be more
effective when you're

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in front of the customer.

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AI is changing the sales
preparation landscape

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and there's research on this.

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Commercial teams that leverage data

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and insights out

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of artificial intelligence
actually perform 20%

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better than those that don't.

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And so we, we've, we've
think of AI as sort

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of this customer facing tool or engine,

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but there's so much internal development

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that you can extract
from those conversations.

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And we're having those con,
I call 'em moments of truth,

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but we're having those
conversations every day.