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Qurious Co-Founder Sabrina Atienza Is on The CRM Sushi Podcast #12

Posted by Wes Schaeffer | May 5, 2017 4:00:00 AM

Real-Time Voice A.I. To Drive Sales

Stream below or right click here to download the episode. 

[ LISTEN NOW ON ITUNES ]

What You'll Learn In This Episode of The CRM Sushi Podcast...

  • 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

Catch Up on Previous Episodes of The CRM Sushi Podcast

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Links Mentioned In The CRM Sushi Podcast

What Did You Think About This Podcast?

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Topics: Marketing Automation, CRM Sushi Podcast, Entrepreneur

Written by Wes Schaeffer

Wes and his wife just celebrated their 25th wedding anniversary. They have seven kids, which means Wes is motivated to find what works and help you apply it to grow your sales so he can buy diapers, groceries, braces...and bourbon.

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