The only way to master a new skill is with practice, practice, practice. Until now this required “synchronous” coaching… a human coach advising learners on a real-time basis during a workshop. But now AI agents can coach you “asynchronously” any time you want, on any offering and customer job-to-be-done, with the same—or possibly higher—level of advice you’d get from a human coach.
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Here’s what to include: 1) Business status: You’ll need a refresher on all aspects of your current dealings with this customer, 2) Company news: You don’t want to be surprised by their new acquisition, divestiture, VP, etc. 3) Market trends: You’ll be able to engage your customer more deeply if you’re conversant in the trends they’re facing, 4) Common problems: If your customer brings up one of these problems, you’ll be prepared to discuss it, and 5) Process steps: This lets you explore steps you could help them to accomplish faster, better or cheaper.
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The research on B2B sales call preparation isn’t encouraging: 75% of B2B executive buyers say salespeople are not knowledgeable about their business… and do not understand the issues they face. Unsurprisingly, only one in four salespeople get agreement from these buyers to meet again. AI can help salespeople prepare in two ways: 1) rapid pre-call customer reports, and 2) role-playing their conversations with an AI agent.
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