People.AI Integrates with Zoom IQ

People.AI announced a partnership with Zoom Video Communications to deliver its sales engagement intelligence alongside Zoom’s conversational intelligence within Zoom IQ for Sales.  People.AI buyer role and engagement insights will be combined with Zoom’s conversational sales intelligence.  The joint solution also supports cross-channel engagement data, post-call summaries, and contact creation and enrichment.

The combined solution will provide “greater visibility into buyer engagements, enabling go-to-market teams to access previously buried insights,” said the firms.  “Sellers will have the ability to engage the right people in the right accounts, resulting in pipeline predictability and revenue.”

Revenue teams will enjoy greater pipeline visibility, helping de-risk deals and drive revenue growth.  During calls, a side panel will provide an “unparalleled understanding of ‘who is who’ within accounts and opportunities, empowering your sales teams to strategically plot next steps with the right people and personas to grow pipeline, drive larger deals, shorten sales cycles, and improve win rate.”

“Zoom has been a customer of ours since 2017 and a business we’ve always admired,” said Thomas Wyatt, Chief Product and Strategy Officer at People.ai. “Our joint customers will soon be able to leverage Zoom’s world-class conversation intelligence solution enriched by buyer and relationship intelligence that only People.ai can provide.”

During Zoom Calls, People.AI displays Stakeholder Insights that include contact information, engagement levels, and connection overviews.

Zoom IQ for Sales was launched in April and provides a host of standard conversational sales capabilities, including sentiment analysis, engagement scores, talk-listen ratios, the longest monologue, filler word frequency, a snippets library, and competitor and feature mentions.  Furthermore, it includes a few differentiators:

  • Engaging Questions – Analyzes questions posed to determine the frequency with which customers respond to queries.
  • Next Steps – Assesses whether clear next steps are outlined during the meeting.
  • Patience – Determines whether reps wait for a response after asking a question.

Post-deal analytics include which topics arose most frequently, time spent in each stage, and which negotiators made the final purchasing decision.  General Deal analytics include the number of conversations per deal and the duration of conversations per deal.

Zoom IQ for Sales is available for Zoom and Zoom Phone.  It is “tightly integrated” with Salesforce, Google Calendar, Office 365, and Exchange.  Zoom IQ for Sales is priced at $79 per month per seat.


Resources

Seismic Recommendations in Microsoft Viva Sales

Seismic content and training recommendations are presented during calls.

Seismic and Microsoft announced an integration partnership that will embed Seismic’s sales enablement workflows within Microsoft Viva Sales.  Seismic will provide “content production, collaboration, task automation, and engagement intelligence for Viva Sales users across the meeting experience to help drive deals and relationships forward.”  The goal is to “streamline” buyer engagement at relationship-based sales teams.

Microsoft Viva Sales became generally available on October 3.  Viva Sales is “a new seller experience application that brings together any customer relationship management technology (CRM), Microsoft 365, and Teams to provide a more streamlined and AI-powered selling experience.”  The new solution is designed for the hybrid work environment where reps leverage video conferences, chats, emails, and documents to close deals.

The partnership supports AI-powered virtual meetings.  The Seismic Enablement Cloud will initially recommend content and training for post-meeting call summaries.  Future functionality includes content and training recommendations, pre-built digital sales rooms, and meeting analysis powered by Seismic.

​​“We’re united with Seismic in our commitment to empowering sellers through relevant content and an improved seller experience.  Our plan to integrate Seismic with Viva Sales will help sellers have more personalized customer engagements whether they are in the office or on the road, with a helpful assist from the AI-driven insights and content,” said Lori Lamkin, CVP, Dynamics 365 Customer Experience Applications.

Viva Sales customers include Adobe, Crayon, and PwC.


Resources: Seismic | Viva Sales Profile

Avoma Meeting Scheduler

Avoma added scheduling and reminder functionality to its conversational intelligence platform.

Conversational Intelligence vendor Avoma added a meeting scheduler to its service.  The new functionality streamlines pre-meeting workflows with automated booking, meeting reminders, and “agenda alignment” before the meeting.

Avoma Scheduler supports multiple links for “various purposes and durations based on your availability, time zone, [the] context you want to capture, and more.” 

Avoma supports Outlook and Google Calendar using an OAuth integration.

Unifying the meeting process reduces toggling between applications and the likelihood of missed context or action items.

According to Avoma, no-shows and cancelation rates average up to 40% of meetings, resulting in wasted time, longer deal cycles, and reduced conversion rates.  Thus, reminders allow for fewer no-shows and automated rescheduling.

Avoma argues that the meeting process is disjointed with separate tools for

  • Scheduling meetings
  • Setting agendas
  • Taking notes during meetings
  • Recording, transcribing, and analyzing the call
  • Sharing meeting notes after the call
  • Syncing meeting intelligence with the CRM

Different departments and customers have different tech stacks, so meeting intelligence can end up siloed.  Furthermore, juggling multiple tools leads to lost context and action items slipping between the cracks.

“There are already several scheduling tools available, but they are point solutions, requiring people to navigate several tools before, during, and after a meeting.  Our approach is to help you save costs as well as avoid the multiple tool fatigue by simplifying end-to-end meeting workflows.  This helps you offer a seamless experience to your customers.”

Avoma CEO Aditya Kothadiya

SEPs Outreach and Salesloft and chatbots from Drift and ZoomInfo also offer integrated meeting scheduling within their conversational AI platforms.

Clari Acquires and Integrates Wingman into its Revenue Intelligence Platform

In June, Revenue Intelligence vendor Clari acquired Conversational Intelligence vendor Wingman, bringing together two complementary SalesTech vendors.  Wingman provided Clari users with additional account intelligence derived from calls, meetings, and emails.  The goal was to provide “visibility plus action all the way from the boardroom to the bullpen,” said Wingman CEO Shruti Kapoor.

Clari recently announced that Wingman is fully integrated into its service.

“The acquisition of Wingman, a leader in conversation intelligence, gives Clari’s category-leading Revenue Platform the unprecedented ability to analyze customer and employee conversations, extract valuable AI-driven insights, and reliably predict all revenue outcomes,” announced Clari.  “Wingman goes beyond the limits of similar conversation intelligence tools by helping revenue-critical teams act in the moment when it matters.”

“A major part of our strategic vision is conversation intelligence, which is why we’re thrilled to announce that Clari has acquired Wingman, a leader in CI.  This gives Clari’s Revenue Platform the unprecedented ability to analyze customer and employee conversation data, extract valuable AI-driven insights, and reliably predict all revenue outcomes.  The full value of conversation intelligence has never been fully realized, until now.  Clari helps your team move beyond siloed, departmental systems and processes that cause endless breakdowns across your revenue process and brings all revenue-critical employees into a unified platform to run revenue.”

Clari CEO Andy Byrne

“As we think about scaling our impact, it’s clear to us that we want to free up these insights for everyone who’s revenue-critical, from the bullpen to the boardroom,” blogged Kapoor.  “We want to give you the ability to switch between micro (every customer interaction) and macro (the entire revenue pipeline) as easily as toggling channels on television.”

Wingman battle cards are displayed in real-time.

Wingman records, transcribes, and tags calls, storing them in a searchable library by keyword, tag (e.g., Price, Customer Pain, Blockers), or competitor mentions.  Topics may be customized to capture competitors, product names, technologies, etc.  Reps can also set live bookmarks across all supported video platforms.

Wingman also offers real-time battle cards, a set of short suggestions displayed in context during a call.  New sales reps will be confident that they are providing accurate information consistent with company positioning.  Other real-time coaching tools include long monologue alerts, word rate notices, and time-based cue cards.

Wingman game tapes provide a reference library of training snippets.

Call summaries include questions, next steps, pain points, blockers, and topics of interest.  Post-call analytics include call duration, longest monologue, engaging questions that elicited a response from the prospect, and interactivity.

To assist with coaching, Wingman automatically identifies speakers and creates speech tracks, letting managers or reps focus on specific individuals.  It also offers a “game tapes” library for new hire training.  Game tapes provide a set of best-of-breed video samples for pricing, blockers, features, etc.

Wingman also offers Deal Central deal intelligence.  Deal Central identifies deal health risks such as the lack of a decision-maker or pricing not being discussed.  It is this engagement intelligence that will complement Clari’s revenue intelligence capabilities.

“We were looking at all of the signals that are important for…our customers to help them make better decisions in their revenue execution…We have had great success bringing in data from CRM systems, email systems, meeting information for calendars,” stated CTO Venkat Rangan.  “One thing that we also recognized was bringing in conversational data – conversational intelligence analysis of call recordings – whether it’s voice calls or Zoom meeting calls…was going to fundamentally change the quality of the signals we bring in.”

Sales reps can also share meetings or snippets with colleagues, providing access to the customer’s voice.  Reps can also share call URLs with prospects and know when prospects view them.

Wingman is integrated with

  • CRM: HubSpot, Salesforce, Pipedrive
  • SEP: Outreach, Salesloft
  • Conferencing: Zoom, Teams, Google Meet
  • Dialer: RingCentral, Dialpad, Fresh Caller, Aircall, FrontSpin
  • Other: Slack, Zapier
Wingman Pricing

Wingman’s monthly pricing starts at $60 per rep.  It has “no hidden setup costs, no minimum seat requirement, and no charges for sales managers & observers.”

In the summer of 2021, Wingman was named a Gartner “Cool Vendor” in the Conversational Intelligence category.

When acquired in June, Bengaluru-based Wingman had 57 employees (per LinkedIn) and had doubled its ARR over the previous six months.  It was founded in 2018 and claims to have over 200 customers.

“Clari’s acquisition of Wingman will help customers turn recorded conversations into a strategic asset for spotting revenue leak and driving revenue precision.  At a time when leaders are looking to unify their teams and their tech stacks, adding Wingman solidifies Clari’s position as the only enterprise platform for running the end-to-end revenue process,” boasted Byrne.  “Wingman’s conversation intelligence technology leads the market in real-time guidance and coaching capabilities, providing actionable insights when sellers need them most to help close deals faster.  Revenue leadership can scale teams, methodologies, and go-to-market strategies with confidence knowing that all team members will have the latest messaging and collateral at their fingertips, in every conversation.”

Rangan said that Wingman was a strong fit to Clari across multiple dimensions: technologies, market approach, and culture.

Kapoor noted that the combination allows for conversational analysis at all levels.  Users can Zoom into a single conversation and deal health, while managers and executives can zoom out to pipeline analytics, revenue forecasting, and deals at risk. 

Bringing the organizations together was the “best and fastest way to get there together,” argued Kapoor.

Initially, Rangan would like to focus Wingman enhancements on the emerging and commercial segments due to a strong alignment between Wingman and customer needs.  The Wingman roadmap also lays out steps to make Wingman mid-market and enterprise ready.  Longer-term, conversational intelligence signals will be fed from Wingman into Clari and “serve all of the revenue workflows” across the boardroom, senior management, front-line management, and sales reps.  Conversational intelligence will feed the forecasting and pipeline inspection processes.

Seth Marrs, Principal Analyst at Forrester, was bullish on the transaction, noting that Clari has “stayed away from deeper revenue intelligence capabilities that focus on interaction execution, preferring to aggregate that information from other tools and present it in Clari.”  However, he sees four reasons that the acquisition makes sense:

  1. Adding CI eliminates a key dependency – While Clari had access to 28% of interactions via email and calendaring, it relied on third parties to capture 45% of interactions via phone and web conferencing.
  2. It allows for new insight generation capabilities – Conversational Intelligence employs NLP for generating additional insights to drive pipeline and deal health analytics.
  3. Valuations have come back to Earth – Six months ago, this deal may not have made financial sense, but “with funding drying up, this is the perfect time for late-stage market leaders with large war chests to acquire technology companies at a reasonable price.”
  4. This new capability aligns with Clari’s stated strategy – Deal health analytics derived from unstructured conversations will augment Clari’s vision of “predictable revenue growth.”  It will also capture and analyze internal deal review calls and potentially update deal progress and commit status automatically.  While deal status CRM updates are not a current capability, Marrs has suggested a logical future capability.

Conversation Intelligence is one of several product categories that are being merged into SalesTech platform solutions.  Converging technologies include Meeting Management, Sales Engagement, Conversational Intelligence, Revenue Intelligence, and Digital Salesrooms.  Clari now offers three of these (it also supports digital sales rooms via its 2021 DealPoint acquisition).

Terms of the deal were not disclosed.

Winn.AI Launched

The Winn.AI Zoom app supports real-time playbooks and intelligence capture.

Conversational data capture has been a popular theme this month with announcements from People.AI and NektarWinn.AI, a Tel Aviv-based AI Assistant and playbook vendor, came out of stealth mode this month to offer AI-based playbook coaching during digital sales calls.  Winn.AI also captures real-time conversations and syncs account intelligence with Salesforce and HubSpot.

“Winn.AI relieves salespeople of…administrative busywork so that they can focus on their customers — not their keyboards.  Its magic lies in its unique ability to monitor, interpret, and document sales calls,” said CEO Eldad Postan-Koren.

Winn.AI also supports playbooks and tracks key topics during calls, helping salespeople stay focused on their prospects.  Winn.AI captures all relevant data during sales calls, such as pain points, timelines, competitors, and team size.  Product, competitive, and technical information are also displayed during calls, reducing the frequency of “I’ll get back to you” responses and presenting competitive parries.

“One of our core competencies is that we’re training our AI in real-life sales meetings.  This greatly helps us make it more accurate versus standard training resources,” said Postan-Koren. “Furthermore, the more a customer uses the product in their own sales meetings, our AI capabilities will improve to match their exact needs.”

To speed up playbook definition, Winn.AI includes a set of templates based on common sales methodologies.

Winn.AI joins conversational platforms, beginning with Zoom.  Teams, Google Meet, and additional conversational platforms (meetings and dialers) are on the roadmap for Q4.

Other features include time warnings, attendee lists, and post-call meeting summaries.  Editable summaries are displayed as soon as the call ends, adding them to the standard call workflow but removing most data entry.  Salespeople can also send a personalized recap email to call participants.  This review and notification process is generally completed within four minutes of call conclusion.

The Winn-AI post-call meeting summary pops up on call completion and supports editing and matching against CRM records.

Winn.AI does not create new records at this point but updates and enriches current Account, Contact, Lead, and Opportunity records.  Winn.AI does not yet support inbound calls or SDR outbound prospecting performed on dialers.

Playbook coaching reduces onboarding time and gives reps confidence that they have proper messaging, competitive knowledge, and technical details at the ready.

Like most SalesTech companies in 2022, Winn.AI positions itself around productivity and effectiveness during lean times.

“The funding round timing made perfect sense.  During turbulent times, when salespeople’s productivity and effectiveness are more critical than ever, a tool like Winn.AI provides the additional edge sales leaders and individuals are seeking,” Postan-Koren said.  “The Winn.AI real-time assistant acts as an extra pair of hands during meetings, giving salespeople the freedom to focus their attention entirely on the customer.”

Winn.AI is backed by $17.25 million seed funding from Insight Partners and S-Capital.  The firm has 25 employees and plans to double its headcount by the end of 2023.  The funds will be invested in “improving our deep technology” and building a sales and marketing organization.  All employees are in Israel, but they will be hiring in the US over the next two quarters.

Near-term roadmap goals are expanding the set of supported conference platforms and dialers, broadening the set of supported customer-facing roles (e.g., customer success, support, SDRs), adding playbook measurement and optimization tools, and implementing multiple, dynamic playbook branching (e.g., competitive handling, verticalized playbooks, technical discussions).

Postan-Koren offered GZ Consulting a compelling vision of “automated knowledge and personalization” feedback loops with the sales enablement team.  Closing the loop helps the enablement team maintain playbook recommendations.  Winn.AI will collect common responses and discussion tracks and feedback this intelligence to sales enablement for review and adjustments.  This human-in-the-loop approach facilitates playbook and coaching refinement and filling in coaching gaps.  It also identifies potential training needs as markets evolve.

“Winn.AI’s innovative and intuitive technology has identified a solution that addresses the pain points of Busy work.  By allowing salespeople to focus on making the sale, Winn.AI enables organizations to Improve performance and increase the quota,” said Hagi Schwartz, Managing Director at Insight Partners.

Postan-Koren explained that Winn.AI employs NLU (Natural Language Understanding), which goes beyond NLP (Natural Language Processing).

“Understanding is not processing because I can ask you, ‘Michael, how many employees are you?’ And your answer will be 20 employees.  But I can also ask you, ‘Mike, do you have 20 employees?’ And your answer will be yes.  Or I can ask you ‘how many employees?’ and your answer will be 20.  So here are three different ways to ask the same question to get the same answer, and the computer won’t understand it.  Understanding context is the secret sauce here.”

What also differentiates Winn.AI is the combination of playbooks with real-time call coaching, data capture, and CRM syncing, allowing reps to be more present during calls.  These elements are supported across many products, but I have not seen a company combine them into a single offering.

“The system is a personal assistant for the salespeople and relieves the burdensome administrative work of taking notes, having a list of answers, and entering information into the CRM,” stated Postan-Koren.  “ It does so all at a level of detail that does not exist in other tools on the market, so much so that in real-time, it can exactly match a specific topic of conversation to the relevant field in the CRM.  Also, the system knows how to follow the topics of the conversation in real-time, check the full coverage of the conversation’s agenda, and give instructions that will help improve performance.  This is a new category in the SalesTech world, and Winn.AI aims to lead this category.”

Winn.AI is currently in beta with plans to formally launch in early 2023.  The firm is not targeting specific verticals as it believes it has a compelling cross-industry solution that supports digital sales, customer success, and service departments.

Winn.AI is SOC II, Type 2 compliant.

Pricing has not been disclosed.

Gong Adds LinkedIn Sales Navigator SNAP Integration

SNAP integrations support LinkedIn content display and functionality within partner platforms.

Gong is the latest RevTech company to join LinkedIn’s SNAP program of Sales Navigator integrations.  Joint customers can view LinkedIn Sales Navigator Embedded Profiles directly in Gong.  Functionality includes executive profile display, related leads, icebreakers, and introductions.  Contacts may be viewed or Saved as Leads in Sales Navigator.

“Being a great seller requires two datasets – the quantitative data of when to reach out to whom and the qualitative data of, once you connect with those people, ensuring you have a full view of deal health and that you are employing sales best practices in all your interactions,” argued LinkedIn’s Head of Product and Solutions Marketing Nicole Desjardins.  “Sales Navigator does a great job of providing the former, and Gong’s Reality Platform, the latter.”

The SNAP integration provides context around key accounts and the demand unit, helping them build broader relationships and leverage TeamLink (colleague) connections.  Furthermore, Sales Navigator within Gong helps reps build credibility, establish rapport, and multithread.

“Integrating Gong’s Reality Platform with LinkedIn Sales Navigator is all about empowering revenue teams with actionable sales intelligence they need to build stronger relationships with prospects more efficiently.  Bringing together these two powerful datasets will give sales reps insights and recommended next steps that result in more closed deals, faster,” commented Gong’s Senior Director of Market Strategy Craig Hanson.  “Successful go-to-market teams understand that contact inspection and validation are paramount to successful deal management.”

The SNAP integration is only available to Gong customers with Sales Navigator Advanced or Advanced Plus licenses.  SNAP integrations are also available across major CRMs and SEPs, including Salesforce, MS Dynamics 365, HubSpot, Salesloft, Outreach, and Groove.

Sales Navigator added M&A Alerts for saved companies.  The alert is displayed on the Homepage and is shared for both acquired and acquiring companies. Another new feature is a Weekly Leads and Accounts List Digest that suggests the most relevant Leads (contacts) and Accounts for outreach.  It highlights accounts showing interest in the rep’s company, recommended leads, past customers at a new company, and opportunities at risk due to headcount changes.

LinkedIn Sales Navigator Q2 2022 Release

The new Sales Navigator search UI dynamically updates the results list as soon as a filter is added or removed.

LinkedIn began rolling out its Q2 Sales Navigator release to users earlier this month.  As with previous releases, admins receive the release first, with general users following a few weeks later.  New features include expanded data validation, a new SNAP integration with conversation intelligence leader Gong, and the continued rollout of Sales Navigator’s new Search and Lead Page experiences.

Companies have responded to the pandemic and Great Reshuffle by increasing channel noise, hoping to break through the din, but this strategy is flawed.  Top-performing reps who heavily exceed their quota are “spending less time selling in the traditional sense — smiling-and-dialing and sending out mass outreach,” explained LinkedIn VP of Global Sales Solutions Alyssa Merwin Henderson.  They aren’t increasing the volume but carefully targeting their prospecting and messaging, conducting buyer research, and focusing on skill development.

“In today’s virtual world, where there’s more noise than ever, the recipe for winning is clear – fewer things done better,” concluded Henderson.

LinkedIn Head of Product and Solutions Marketing Nicole Desjardins highlighted three problems facing sales reps that LinkedIn is working to address:

  1. More virtual selling than ever, leading to more virtual noise than ever, with buyers being overwhelmed by irrelevant and generic outreach.
  2. Job switching continues to be higher than normal, making a mess of CRM data and putting deals at risk.
  3. A plethora of new sales tools have hit the market, many of which don’t integrate with each other, making it more confusing to choose the right tech stack.

Desjardins argued that the solution to these problems comes from real-time data fed into the CRM and “meaningful sales intelligence that helps you connect with and nurture the right buyers at the right time.”

The Great Reshuffle continues to create a “mess” of CRM data, resulting in inaccurate forecasts and irrelevant messaging.  According to LinkedIn’s upcoming “State of Sales” report, 41% of sales reps said their biggest problem was inaccurate, out-of-date CRM data.  To help address this issue, Sales Navigator now flags out-of-date contact and lead records and allows reps to update the CRM from Navigator to address this problem.

Sales Navigator Data Validation displays Update CRM badges and syncs updates to Leads and Contacts.

Data Validation displays an Update CRM badge on Sales Navigator member pages who have recently changed jobs, titles, or locations.  After clicking on the badge, reps are shown the new title, account, location, contact owner, and most recent opportunity.  Updates are made to matched Lead and Contact records, with the user controlling which fields are to be updated.  Reps are also shown which open opportunities are linked to the executive, allowing them to quickly remove departed execs from live opportunities.

“Clearly, this will save you time.  Instead of having to toggle back and forth between your CRM and Sales Navigator, you can do it all in our platform,” blogged Product Marketing Manager Austin Gray.  “More importantly, because updating your CRM is now easier to do, you’ll have more accurate data within it.  LinkedIn’s real-time first-party data means that you can have confidence that your CRM will have access to the most accurate and up-to-date information available.”

Data Validation is available for Sales Navigator Advanced Plus and supports record updates in Salesforce and MS Dynamics 365.  The functionality was released to customers with fewer than 15 seats this week and will be rolled out to large customers on June 22.

The New Search and Lead Page Experiences were rolled out to accounts with fewer than fifty seats last quarter.  The largest accounts will receive the updates this quarter.

The search feature has been streamlined to improve the time to “successful results.”  In addition, the search includes a “larger collapsible, intuitive grouped view of filters” that improves search filter discovery.  New and updated filters include TeamLink Connections of, Saved Leads, Saved Accounts, Previously Viewed, Current Company, Past Company, and Company Headquarter.

The search interface updates dynamically, providing results as each filter is added or removed.

The updated Sales Navigator Leads (Contact) Page

The new Lead Page (contacts) is designed for rapid lead qualification with “the most important info front and center,” including the most recent touchpoint, current role, and description.  Other features include a sticky action bar, conversation starters, and introduction paths.

The Conversation Starter section displays recent posts for comments and commonalities.

The Get Introduced section has been redesigned and expanded.

The TeamLink section is now organized by seniority level so that reps can find “their best path in.”  In addition, the section supports a pre-populated InMail to save reps time writing messages.

Sales Navigator is also adding a new Lead Panel for researching contacts in a prospecting list without having to open multiple windows.

“Prospecting in Sales Navigator often means using our powerful search to find your target buyer,” wrote Desjardins.”  Once you’ve found that list of potential buyers, we’re betting you then open a tab for each individual, which can mean a lot of open tabs and a lot of switching back and forth.  The new Lead Panel streamlines this process and keeps you on the same page the entire time.”

The new Lead Panel streamlines qualification and messaging from lead (contact) prospect lists.

The Lead Panel displays job title, job description, and conversation starters to assist with quick qualification and messaging.

The Lead Panel will be rolling out to accounts with fewer than fifty seats this quarter and enterprise accounts next quarter.


LinkedIn also added a Gong SNAP integration for viewing LinkedIn intelligence within Gong’s conversational intelligence platform.

Gong Integrates with Crayon

One of the unsung benefits of conversational intelligence is market and competitive monitoring for product and strategy teams.  Vendors such as Gong and Chorus can tag competitors and product requests.  Still, this intelligence needs to be regularly and directly reviewed, making it more of a hit-or-miss proposition.  Furthermore, this intelligence is rarely tied to competitive battlecards for sales reps.

Competitive Intelligence Platform Crayon is looking to address these issues.  It now delivers a daily log of competitive mentions to sales reps, providing them with battlecard links and links to call transcripts that help them write follow-on messaging that parries competitive statements. The mentions are collected from Gong.

“Product marketers and competitive intelligence professionals dedicate a tremendous amount of time ensuring sales reps are equipped with the most up-to-date competitive and market intelligence,” stated Crayon CPO Erica Jenkins.  “However, despite these efforts, there’s still friction around the adoption and use of these enablement materials.  The integration between Crayon and Gong gets competitive intel into an account executive’s hands quickly and easily, drastically improving competitive positioning for reps to level up their game.”

Crayon listed two other Gong-related initiatives on its roadmap to assist CI and strategy professionals:

  • Field intelligence: Your prospects and customers are sharing intel with your colleagues every single day.  Remove the middleman by automatically pulling these insights out of Gong transcripts and pushing them into your Crayon portal.
  • Win-loss analysis: When an account is won or lost, the notes you find in your CRM will only tell one side of the story.  Find out what really happened by pulling Gong snippets into Crayon, where they’ll be matched with the notes that our system pulls in from Salesforce.

These future releases will benefit competitive intelligence and strategy professionals who struggle to gather real-time market intelligence, particularly from remote individuals.  For example, while sales reps are often happy to discuss competitive scenarios, they rarely take the time to record competitive details in the CRM.  Conversational intelligence platforms are an excellent source of this intelligence, which can be automatically fed into competitive platforms such as Crayon, helping to close the loop.

When I was a CI professional at a SalesTech company, gathering competitive intelligence generally involved interviewing customers, prospects, and inside sales reps and collecting and synthesizing this information.  This approach was haphazard and often anecdotal.  Although Competitor fields were added to the CRM, they were rarely populated, and virtually all losses were attributed to pricing. 

A structured set of competitive signals gathered from customer conversations would have been significantly more accurate, complete, and timely.  Furthermore, these signals and comments would have omitted sales rep biases concerning lost deals and enabled competitive coaching on high-value deals.

Crayon supports a broad set of Sales Enablement Platforms, including Seismic, Highspot, and Showpad. The Gong-Crayon integration is immediately available to joint customers.

Groove Conversations and Groove+

Groove Conversations

Sales Engagement Platform Groove announced the general availability of Groove Conversations, the “first conversational intelligence product that enables revenue teams to access call recording and insights directly from the inbox and calendar instead of a separate platform.”  The firm also announced the Groove+ mobile app for iOS that helps remote and hybrid teams prepare for meetings and manage post-meeting follow-up (Android will be available later this year).  Groove+ also displays Salesforce and key meeting insights.

Groove is natively built in Salesforce.  Unlike its competitors, Groove does not sync data between a separate database and Salesforce but stores and accesses it natively in Salesforce.  Thus, conversational insights and Salesforce updates are directly managed by Groove inside Salesforce.

Groove Conversations offers call recording, transcription, and analysis without leaving the Inbox.  Additionally, insights are associated with Salesforce Activities and Opportunities.

Conversations initially supports Zoom and Groove’s OmniDialer, with Microsoft Teams, Google Meet, WebEx, and other services in development.

Conversations are fully searchable, with users able to listen to the searched term or keyword-related discussion.

Analytics include talk time, keyword mentions, sentiment analysis, and talk timelines for each attendee.  In Q3, the firm plans on adding “deeper analytics and AI-driven insights.”

Additional features include

  • Picture-in-picture viewing capabilities to support multi-tasking
  • Recording, transcript, and keyword access from email, calendar, Salesforce, or the Groove app
  • Internal sharing of meetings for review and team coaching
  • Custom keywords and keyword categories (e.g., product names, competitors, feature sets)
  • Internal and external sharing of calls, with the ability to extract and share a snippet of a meeting available soon

Groove+ delivers meeting alerts powered by Salesforce data to reduce deal time.  Users can easily access deal history, account information, meeting attendees, and activity history.  In addition, meeting notes may be logged to Salesforce with voice-to-text functionality.  Reps can also update meetings, accounts, contacts, opportunities, custom fields, or unique Salesforce configurations.

“The value of Groove+ goes beyond sales to include all revenue team members,” explained Groove Director of Communications Jason Klein to GZ Consulting.  “Essentially, anyone interfacing with clients should find value from Groove+.”

Groove conducted a survey in December and January of 1040 B2B sales reps which determined that 46% of companies are not planning a total return to the office.  Thus, managing remote and hybrid sales teams will remain a top issue for the CRO.  Top concerns for remote sales reps include updating CRM platforms (48%), inputting account notes (46%), and scheduling follow-up meetings (45%).

“Now that most reps are working in a hybrid role permanently, revenue teams need to focus on maximizing the value of their CRM.  Extending the power of CRM to remote teams makes them productive and effective while also providing leaders with the visibility and insight needed to manage them effectively.”

Groove CEO Chris Rothstein

Groove Conversations and Groove+ provide remote, hybrid, and inside sales reps with immediate access to sales productivity tools, conversational analytics, and deal insights.  Additionally, sales reps can update SFDC from Groove+ and access call recordings and insights from anywhere, providing centralized call coaching, next steps, and follow-up.

Groove Conversations and Groove+ are separate offerings but will be integrated later this year.  Groove+ is available with any Groove core license.  Groove Conversations is available as a premium add-on. “When we founded Groove, we knew that building for the seller first was the key to driving widespread adoption and seller productivity,” said Rothstein.  “As a result, we are the only platform that is just as easy to use and relevant for field sales as it is for sellers working from home or in the office.  Our customers typically see over 90% adoption rates of Groove and Salesforce, realizing as much as 83% seller productivity improvements as a result.”

Outreach Guide

Outreach announced the general availability of Outreach Guide, its new revenue intelligence and deal management solution.  Guide provides real-time conversation intelligence, best practice action plans, and “deal health at a glance.”  Outreach also announced administrative enhancements to its Engage product and a “deep integration” with ABX Platform 6sense.

Outreach Guide, Engage, and Commit act as the “foundation” of Outreach’s sales execution platform, supporting revenue organizations across the full customer sales cycle “from prospecting for new business opportunities to deal management to sales forecasting.”

Outreach’s Customer Lifecycle loop.

Outreach aims to create a “single system of execution” that helps revenue organizations meet their full potential and address issues with prospecting, deal management, and forecasting.

To help address this “sales execution gap,” Machine learning models “learn from the actions taken in our platform and generate data-driven, predictive, real-time insights that recommend actions for users to take to improve their sales execution,” said CEO Manny Medina.

Outreach Guide supports three core capabilities:

  • Deal Health Scores: The Deal Health Score employs machine learning to predict deal health.  It also provides deal insights, recommended actions, and where to focus.  In addition, deal Health displays positive and negative indicators (e.g., stuck in current stage, no recent inbound emails, recent executive engagement). 

    Deal Health signals deals at risk to both the sales rep and sales management, providing an opportunity to address problems and adjust forecasts.

    Deal Health scores can be viewed in the aggregate as well, providing a neutral perspective on how each deal is proceeding versus comparable opportunities.

    Deal Health scores are currently in beta.
  • Kaia Real-time assistance and conversation intelligence: Kaia offers real-time call transcription, content cards, and context-based rep enablement during Zoom and Microsoft teams meetings.  After meetings, Kaia streamlines meeting summaries with AI-captured action items and follow-ups.  As a result, Outreach claims rep productivity increases by nearly 30%, and the likelihood of scheduling a follow-up meeting jumps by 36%.

    Kaia is linguistically customized for each client, capturing product names and competitors as keywords.  During a call, content cards display real-time sales aides, such as product summaries or technical notes.  Content cards provide quick cheat sheets on product value, pricing, or integrations (see the example on the right).

    By removing notetaking and displaying content cards, Kaia allows sales reps to be more present during calls and pitch with greater confidence;  instead of pausing a meeting to jot down notes, sales reps can quickly add a bookmark or short meeting note.
  • Automated and collaborative purchasing through Success Plans: Success Plans foster collaboration between buyers and sellers with detailed online purchase action plans that include a timeline, success criteria, resources, and team views.  Collaborative action plans align stakeholders, build buyer trust, ensure timely stakeholder engagement, and provide internal stakeholders with prospect engagement and deal progress.  Outreach claims that reps who closely monitor Success Plans enjoy a 13% bump in close rates.

“The buying team has all the information related to the deal in a central place, and all teams are aligned to clearly understand each other’s goals, interactions, and requirements essential for driving long-term success, delivering an unparalleled buying experience throughout the entire selling process,” stated Director of Product Marketing Elizabeth Dailing.

Furthermore, Success Plans are available to Customer Success teams when onboarding new customers, helping streamline handoffs.

The Team view helps track who is involved from the buying team and how engaged they are, how recently they were engaged, and what content they viewed.

Outreach Guide is designed to address the “Sales Execution Gap.”

Outreach also announced a set of administrative and data privacy enhancements to its Engage service:

  1. Trigger Enhancements – A streamlined trigger builder improves the creation, management, and discovery of triggers.  The refreshed trigger builder is aligned with traditional CRM language and supports multiple values per condition, drag-and-drop action reordering, and simplified condition group creation.
  2. New Outlook-Add In – A native integration lets reps ‘Send’ emails from Outlook and send and sync “relevant emails to Outreach, as well as insert their available times or add a link to their calendar.”  Outreach will also flag opted-out communications in Outlook and prevent them from being sent or added to a sequence.
  3. Microsoft Graph Integration
  4. Data Retention in Outreach Voice Recordings – Admins can configure data retention policies such as deleting data as a one-time event or setting up regular data deletions for Outreach Voice Recordings.

Additionally, Outreach announced an Irish Datacenter for Outreach Engage, meeting EU data residency requirements for GDPR compliance. “The EU Datacenter for Outreach Engage allows an organization’s data to be stored in a specific geographic location,” blogged Caroline Shin, Senior Product Marketing Manager at Outreach.  “This means customer-owned data associated with those Outreach instances including prospects, accounts, organizations, and workflow data such as sequences and meetings will be stored and contained within the EU infrastructure.”