It’s the holy grail in sales – how to get more deals over the line?
Is the right approach being taken? Is enough being done to clinch things? Can better language be deployed?
At scale, it can be challenging for team leads and managers to be sufficiently aware of the nature and content of conversations upon which a successful outcome depends. Often, those conversations involve just two people and occur away from the influence of others who could otherwise assist the process.
Before the advent of Artificial Intelligence, conversations that had been recorded could be interrogated using keyword searches to assess and hone the skills of those doing the selling. Alternatively, for a first-hand experience, secret shopper-style test calls could be made.
However, they were inefficient and random exercises which failed to deliver insight of much value.
Today, the AI-powered constant capture and analysis of conversations can provide both real-time and retrospective intelligence capable of quickly and effortlessly surfacing and fixing any issues that may be somehow undermining sales success.
Businesses that pick a provider partner with the smartest solution are likely to win big.
“A sales conversation is often not as straightforward as you might imagine and it can be hard for keyword searching to provide a full understanding of whether or not a sale has been completed and if not, why not,” says David Kiefel, Product Manager at Dubber, the global conversation capture and intelligence platform provider, whose latest release in its ‘Moments’ series of solutions uses Natural Language Understanding (NLU) to identify key sales-related dialogue.
“For example, a customer might use a phrase such as ‘Let’s go with it’ in order to commit to a purchase. No amount of keyword searching is likely to identify that as the point at which a sale was agreed. A more sophisticated understanding of language, tone and sentiment is needed.”
