Revenue Grid Guided Selling (Part II)

Continuing from Part I, a discussion of Revenue Grid and its approach to Guided Selling.


Revenue Grid looks to take the CRM system of record and supplement it with insights and actions that move deals forward.  Insights are both positive and negative.  Risk flags include “The decision-maker is not invited to the demo,” “Close data has been changed for the Nth time,” and “Pricing was discussed at the meeting, but no quote has been sent.” By delivering insights to sales reps and their managers, loose ends, which could result in deal losses or delays, are flagged.  Sales reps and managers can then act upon these insights.  Revenue Grid can also make suggestions based upon internal playbooks and best practices.

In short, AI, historical data, and real-time data are employed to build a set of insights and recommended actions.

Revenue Grid goes beyond engagement metrics at accounts. It delivers a broad set of insights that include competitor mentions, lack of recent decision-makers responses, meetings without agendas, quarterly and monthly trends, and team performance.  In January, sentiment analysis will be added to their insights.

An Opportunities view provides real-time pipeline visibility across all accounts.  Reps can quickly update any opportunity information with the updates synced with the CRM.  Sales reps and managers then have a single-pane of glass displaying current opportunities.  Managers are notified of deal size changes, close dates, and scores and can track activity flow.

The Opportunities view includes signals, next steps, last touch, and overview data, providing a quick synopsis of where each deal stands.

Conversational Intelligence records and transcribes voice and video calls, then indexes and analyzes meetings for insights.  Corporate email communications are also analyzed for insights.  Revenue teams and managers can review call transcripts and listen or view significant moments during the call, with summary topics and insights called out.  Conversational Intelligence is also available for coaching and onboarding sales reps.

Conversational Intelligence recordings and transcripts are saved to accounts and opportunities.

A meeting scheduler fronts Conversational Intelligence.  Reps can insert multiple time slots with clickable times in their emails or offer a calendaring link.  Events are automatically synced between Salesforce and Outlook or Gmail.  Other features include calendar delegation (i.e., setting up an admin or CSR to schedule meetings), recurring event scheduling, and group calendaring across the organization.

Salesforce email synching captures emails, scheduled meetings, contacts, tasks, and attachments.  Accounts, Contacts, Opportunities, and Custom Objects are available for syncing, and multiple records may be updated.  Salesforce admins can set up activity auto-log rules, triggering Salesforce processes.

Sales Coaching offers a team performance view that displays revenue booked by reps alongside leads processed and time spent on external meetings, inbound external meetings, and outbound emails.

A Forecasting report evaluates the target, best case, and committed revenue for the team with plan, commit, and open pipeline values for each rep.  Managers can also compare past periods to find trends and set triggers to send notifications when thresholds are exceeded.

An Activity view displays inbound and outbound communications from sales and marketing over time with adjustable time windows.  Unfortunately, the activity graph does not rescale, making it difficult to view activity over an extended period.

Revenue Grid also supports Relationship Intelligence, showing an Account relationship map and flagging individuals in the organization with established relationships for introductions or briefings.

Revenue Grid’s sales engagement features include multi-channel sequences, email templates, and email tracking.  Channels include email, phone, SMS, and LinkedIn.  Sequences may be managed directly from within Salesforce, Outlook, or Gmail.  All Revenue Grid capabilities are available in the native Salesforce mobile app, including email analytics, notifications, and sequences.

Admins can perform A/B testing of sequences.

Revenue Grid detects replies from one or multiple recipients, out of office notices, opt-outs, and bounces.  It then pauses or halts sequences automatically.  It even halts sequences if the recipient is mentioned in an email or meeting invitation.

An email sidebar displays Salesforce data directly within inboxes and suggests relevant, actionable Signals.


Continue to Part III.

Revenue Grid Guided Selling

Revenue Grid which describes itself as a Guided Selling vendor, offers a hybrid platform with sales engagement, revenue intelligence, relationship intelligence, meeting management, and conversation intelligence.  Unlike many startups in these spaces, Revenue Grid comes to market with fifteen years of experience building native platform integrations behind the firewall and in the cloud.  It then layers on top reports, analytics, and an Outlook/Gmail/LinkedIn sidebar for identifying opportunities at risk, next steps and missed actions, engagement scores, and pipeline analytics.

“Algorithmic guided selling leverages emerging AI technology and existing sales data to guide sellers through deals, automating manual sales actions while reducing the need for individual seller judgment in the sales process,” wrote Gartner.  Guided Selling is data and process-driven, with Next Best Action recommendations that make CRMs actionable.

Guided Selling intelligence is gathered from CRMs, emails, calendars, phone calls, and videos.  Engagement is measured across these channels and delivered as a set of insights and revenue signals that support Guided Selling.  Signals are Next Best Actions based upon AI recommendations and sales playbooks.  

Revenue Grid describes signals as “contextual, actionable notifications that tell your whole sales org what is going well or poorly throughout your whole sales process.”  Sales reps can act on recommendations by merely clicking on the signal.

These definitions can all get confusing, but the vision becomes clearer when skipping past the inputs and technology and merely considering which sales and management questions Revenue Grid looks to address.  Revenue Grid answers a host of sales rep questions, including

  • Which deals should I focus on today?
  • How likely am I to close the deal this month or quarter?
  • How can I improve my odds of winning this opportunity?
  • Which deals are at risk and why?  
  • Did I complete all of the post-deal activities discussed on the call?
  • Have I updated all my opportunities before tomorrow’s deal review?
  • How can I prepare for a meeting?
  • Does anybody at my firm have a relationship with key decision-makers?
  • How is engagement across the account?  Am I building relationships with the key stakeholders?

Likewise, managers can answer questions such as

  • Are sales reps focused on the right things?
  • Do sales reps know what to do next?
  • How can I guide reps in each deal?
  • Which deals are moving, stalled, or at risk?
  • Do my reps know what to say at meetings? Do our scripts work?
  • How do I know my coaching is effective?
  • Which committed deals are unlikely to close?
  • How do I improve our forecasts?

Part II discusses Revenue Grid’s feature set.

Clearbit for Clari

B2B Marketing Data vendor Clearbit partnered with Revenue Operations Platform Clari to deliver enriched contacts into CRMs.  Clari identifies external contacts from emails and meeting activity, helping fill out the buying committee.  According to Clari, only 30% of sales-engaged contacts are entered into the CRM.  By automating the contact identification process, sales reps have a clearer view of the full demand unit, allowing them to target messaging by function and recognize potential gaps in their knowledge of the buying committee.

By expanding knowledge of the demand unit, Clari can identify the broader set of decision-makers and reduce deal risk through multi-threaded relationship building.  Relying on one or two contacts has multiple risks:

  • The sales rep may not be messaging to the full demand unit
  • Their point of contact may be sidelined or leave the firm
  • Multiple points of contact may be set up dealing with different vendors, each providing a siloed perspective on the deal.
  • Post-sale, if users and administrators weren’t involved in the decision, adoption rates might be low, leading to higher churn rates.
  • The project champion may depart before renewal, forcing the rep to scramble to re-establish relationships at renewal time.

The expanded knowledge also helps marketing teams identify the key personas involved in deals and customize content and messaging.

“Now all the contacts that showed up for a sales meeting, even the ones that were added to the invite by the prospect, are automatically associated with the opportunity without your rep needing to lift a finger.”

Clari Marketing Programs Manager Maggie Kullman

Clearbit enriches the contacts with title, job function, and level. Firmographic and technographic details are also appended.

“As budgets get tighter and operating plans are reworked, having your prospects’ finance team involved early on is critical to accelerating the deal toward close,” wrote Clari Marketing Programs Manager Maggie Kullman.  “With the combination of Clari, Clearbit, and a little bit of automation, you can trigger an update to an opportunity field any time a CFO gets added to a meeting with the sales rep.  Now you can easily track which of your deals are missing a critical decision-maker and take actions to drive that relationship.”

Demand Units are a term coined by SiriusDecisions a few years ago when they updated their Demand Waterfall model for B2B sales and marketing. Each opportunity is associated with a set of decision-makers (e.g. technical, financial, functional directors) and influencers (e.g. users, admins). Demand Unit discovery is still in the early stages of development, but looking at email headers, out of office messages, and meeting attendees is a promising approach for organically identifying buying committee members.

Outreach KAIA Meeting Assistant

Sales Engagement vendor Outreach presented its 2020 product roadmap at its Unleash virtual conference.  The most compelling announcement was Kaia, its voice-enabled sales assistant that works alongside sales reps during video calls to record, transcribe, and deliver real-time assistance.  Other new capabilities include Sequence Intent Reporting, Outreach Voice Connectors, and Bombora Intent Scores.

“I’ve been waiting five years for Outreach Kaia.  This is the most powerful tool to be introduced in the sales industry in a long time, and we are very excited to be bringing the next generation of sales technology to life,” crowed Outreach CEO Manny Medina, who demoed the digital assistant during his keynote.  “Now more than ever, sales teams need Outreach Kaia — especially when so many of them are working remotely.  Outreach Kaia’s ability to surface real-time information exactly when a sales rep needs it during a live conversation is powerful.”

“Imagine you’re on a sales call, and someone asks you a question about your product or your competitor’s pricing, and you don’t know the answer.  Well, Outreach Kaia will automatically pull up the information you need – in real-time.  This level of intelligent assistance will make sales teams productive immediately.  Outreach already drives a nearly 5x return for our customers.  Now, with Outreach Kaia, we expect that ROI to soar.”

Outreach CEO Manny Medina

Kaia (Knowledge AI Assistant) delivers guided engagement for sales reps.  At the outset, reps are shown meeting and attendee information.  Tabs provide additional details on the account and opportunity, providing a quick pre-meeting review opportunity.  As the call gets underway, real-time transcription and analysis take place so that reps do not need to jot many notes during the call.  At any point, the rep can set a bookmark or add a short note.  As the note is stored in context, it might only require a word or two (e.g. Roadblock, Budget).  

Outreach Kaia operates as a real-time intelligent assistant that supports sales reps during customer calls. It transcribes the call, sets bookmarks for review, notes attendees and action items, and provides topical summary cards.

Kaia both records and analyzes the discussion, providing in-line prompts to the rep, such as a quick overview of a third-party mentioned during the call, short answers to technical and product questions, or objection handling tips.  The answers and objection handling are customer-defined, ensuring that company-specific details are displayed on a just-in-time basis.  Not only does each content card provide a technical and product backstop for new sales reps, but it allows experienced reps to speak with confidence on more technical details or dynamic topics from which they might shy away.

Content and people cards are trackable, “so managers can see which cards produce the best results and scale these insights across their teams,” wrote Product Storyteller Sunny Bjerk.

Kaia also notes action items during the call, again relieving reps of note-taking duties.  After the call, a summary is emailed to the rep with a set of action items, bookmarks, notes, and attendees.  The rep can then customize the document and share it with other stakeholders.

Kaia is displayed as a meeting participant, with attendees alerted at the beginning of the call that is it being recorded.  Transcripts and recordings are “securely stored within Outreach, which has enterprise-grade security measures already in place.”  Transcripts are available for training or review after the call.

Outreach Kaia is available for Early Access Signup for the summer 2020 beta and will be generally available in late 2020.  It is currently available for Zoom video conferencing with additional video partners in development.

SalesLoft Conversation Intelligence

Sales engagement vendor SalesLoft rebranded its Meeting Intelligence functionality as Conversation Intelligence.  SalesLoft describes four sets of features which help reps schedule meetings and then listen to, understand, and engage with customers and prospects.  SalesLoft supports a broad set of conversation tools including appointment setting; automated recording, transcription, and indexing of calls; time-stamped notes, and call analytics.  This functionality is available for prospect, customer, and internal calls.  Managers, mentors, and trainers can join calls or whisper into a sales rep’s ear.

“Through the evolution of SalesLoft’s platform and user experience, one feature has changed so much that its prior name no longer did it justice,” wrote SalesLoft Head of Community Aly Merritt.  “Meeting Intelligence is now Conversation Intelligence, because sales isn’t just meetings – it’s every conversation and interaction.”

Call recordings can be stored in a training library or shared for coaching or questions.  For example, if a sales rep does not know the answer to a question, it can be forwarded directly to customer support or engineering for a response.

Conversation Intelligence supports both SalesLoft’s native dialer and leading web meeting applications: Zoom, GoToMeeting, join.me, UberConference, Cisco WebEx, and Cisco WebEx Enterprise.

Sales calls come in many forms: prospecting, discovery, demos, stakeholder alignment, and so on.  All of these interactions make up the foundation for the long-term customer relationship.  High-value customer relationships are made possible when prospects feel that the relationship they are entering into is mutually beneficial.

How can you build such a relationship?  By working to ensure your prospects feel heard and confident that you understand their needs.  Work to engage them throughout their journey.  After all, sales doesn’t stop when the deal closes, nor does engagement cease when a seller hangs up the phone.

▪ SalesLoft Product News

SalesLoft said that it is “designed to flex around the needs of the user based not only on their role but also on their preferred workflow.  This empowers SalesLoft customers to offer consistent value at every stage.”

“Sales meetings are the moments in the sales cycle where you have the opportunity to provide the most value for your customers.  As such, they are some of the single biggest opportunities for your team to influence revenue.  It’s where your deals are won and lost,” wrote the firm.  “Despite this, sellers often don’t get the opportunity to improve on this critical component of the sales process.  Combine this with the challenges that face sales leaders around how much time it takes to digest sales meetings, gain visibility into what’s really happening, and be proactive in the deal cycle.”

Gong: Sales Rep Sins

Usually, I hate listicles. They are one of the laziest formats for blogging and feature articles, but Gong.io put the format to good use in a recent LinkedIn post titled “The 7 most horrifying sales call mistakes of 2019.” I would have gone with the “Seven Deadly Sins of Sales Calls,” but that is a minor editorial nit. Unlike most listicles, the post contained seven in-depth discussions of sales errors with supporting data.

And this data both supports the sales efforts of its clients and prospects and demonstrates the value of its Conversation Intelligence platform which assists with new rep onboarding and play recommendations.

Gong provides aggregated sales data to back up its statements.

For years, it has been gospel that sales reps should focus on a product’s unique value proposition and benefits. Features should be discussed when the prospect asks HOW, but should not be the focus of a sales pitch. In one graphic (see above), Gong has backed up this recommendation. What is amazing is how quickly a feature dump can sour a deal.

Feature dumping is to sales what bad breath is to dating. It kills “what could have been.”

Chris Orlob, Senior Director, Product Marketing at Gong.io

Chris Orlob, Senior Product Marketing Director at Gong, argues that “Most salespeople are overtrained on their products and undertrained on sales skills.”

My experience is different. It’s not that sales reps are overtrained on features, but that they aren’t trained in how those features map to benefits and their product’s value proposition. They also lack specifics around use cases and how their product provides value to specific industries. This causes them to take a least common denominator approach and hope a feature resonates. It’s the proverbial spaghetti on the wall. But this strategy leads to feature dumping and relying on your prospect to map features to benefits and benefits to value. Reps need more sales training, but they also need to understand their value proposition in the context of each prospect.

Sales reps that understand the concerns of their prospect by industry, job function, job level, and company size and can map those concerns to buyers across the buying committee don’t engage in feature dumping. They focus on their product value in the context of the customer. Features are discussed when they are must haves (“We are GDPR compliant”), but only in detail when the technical buyer or end user requests such details.

I don’t want to recapitulate what is a very strong post from Orlob. Instead, I recommend that you go see what he has to say about steamrolling objections, grand finale product demos, and four other sales sins.

People.AI Launches The Wire

People.AI announced availability of The Wire, their new artificial intelligence service for sales reps which suggests next best actions. According to the firm, “Like a brilliant personal assistant who’s always on top of his game, The Wire uses AI intelligence to remind you when to follow up on key accounts, suggest next-best-actions, warn you when a rep or account is falling behind, let you know when customer champions switch jobs, and ensure you’re always prepped for every meeting.”

The Wire suggests emerging opportunities, opportunities requiring attention, and champions that have departed to other companies.

The Wire flags opportunities that are in jeopardy of slipping due to inaction.
The Wire flags opportunities that are in jeopardy of slipping due to inaction.

Managers are alerted when sales reps are falling behind targets.  A Rep Ramp Alert “helps you move from data-aware to data-driven, proactively leveraging industry data to guide and coach your teams.”

Ramp Alerts identify reps that are lagging behind best-in-class recent hires and suggest when a one-on-one meeting may be required.
Ramp Alerts identify reps that are lagging behind best-in-class recent hires and suggest when a one-on-one meeting may be required.

The Wire also supports meeting intelligence with meeting prep reminders and post-meeting note capture and CRM sync.


Last Friday, I covered People.AI’s Round C and the company more broadly.

Drift Unlimited Contacts

Conversational Marketing vendor Drift is moving away from volume-based pricing and offering unlimited contacts for its chat platform.  Volume pricing places pressure on marketing departments to trim the number of contacts in their databases to stay below volume thresholds.  By moving to unlimited leads, marketers can better forecast their budgets and avoid panic as they approach volume limits.

“Why should companies punish you for growing?” blogged Senior Director of Demand Generation Kate Adams.  “After all, that’s the promise most software products these days make.  Use our service and you’ll grow your business faster.  Install our product and your conversion rates will skyrocket.”

“Because you’ve spent YEARS building up your database.  And now you need to decide if contacts that are 1 year old or 6 months old or 3 months old make the cut.  You’re literally washing money down the drain.  What if the leads you’re throwing in the trash to keep your marketing budget below your benchmark are actually just higher up in your funnel?  And require more nurturing and education about how you can help them solve their problems?”

Drift Senior Director of Demand Generation Kate Adams

Drift also announced a Drift Meetings feature which allows prospects to schedule meetings directly from the company website via a “book a meeting” call to action.  Meetings can also be booked by chatbots, and sales development reps can qualify a lead during a live chat and book meetings on behalf of account executives.

“With Drift Meetings, you can target your best visitors and ABM accounts, welcome them with a personalized message from the right rep, and let them instantly schedule a meeting right from your website,” says the firm.

Calendar seats are priced at $20 / seat / month.

Drift has 220 employees and 150,000 customers.

What is Sales Engagement?

Over the past year, Sales Engagement has become the third pillar of my coverage (alongside Sales Intelligence and B2B DaaS). So it is only fair that I write an overview of the space.

Sales Engagement began about four or five years ago as Account Based Sales Development (ABSD) with a focus on automating the SDR function. Its initial functionality consisted of a cadence tool which automated emails and outbound dialing for appointment setting. Cadences, also called sequences, are a set of scheduled steps that usually begin with an email but also include outbound calls, social steps (many vendors have integrated LinkedIn Sales Navigator via SNAP connectors), and direct mail.

Cadences can be paused if the prospect is out of office or halted if the prospect unsubscribes. Outreach just announced out of office functionality which pauses the call and checks whether an alternate contact is listed.
Functionality is similar to that of LeadGnome. Outreach noted that 18% of email responses are out of office emails. 25% of out of office emails include an alternate contact name with over half the names being manager titles or above.  The Out of Office reply detection extracts the return date and alternate names then pauses sequences until the prospect returns.  The sales rep is notified of automated actions.

Email is supported by targeted templates which can be personalized. Thus, reps can call cadences by function, level, industry, etc. and the associated templates are customized by target audience. Reps can view the emails prior to sending and personalize them. This helps bring authenticity to the email. SalesLoft estimates that the peak personalization level is 20%.

Most sales engagement solutions include a digital dialer for outbound calling. The system suggests the best time of day and adjusts for time zones. Other features include local dialing, call recording, and voice mail drops. Upon completion, the rep enters call disposition and sentiment information which is synched with the CRM.

Once calls are recorded, they are transcribed and indexed, allowing sales reps or managers to quickly review calls and quickly locate pain points, objections, pricing, and next steps. Vendors such as Outreach and SalesLoft are going a step further and analyzing the calls, providing a set of team reports. More broadly, machine learning tools are being applied against the calls to determine best sales practices.

Meeting Management is emerging as a key feature set. Some vendors offer simple Calendly-like scheduling while others provide full meeting transcription and analytics.

Video is becoming increasingly important. Vendors support both video meetings (e.g. Webex, Zoom, BlueJeans, JoinMe) and video attachments (e.g. Vidyard, Videolicious).

The Outreach Partner Directory offers ten categories of partners. Sales Intelligence and Data supports lead generation, intelligence, and management.

Other information and decisioning tools include leaderboards, dashboards, AI recommendations (e.g. who to call or email next), CRM synchronization, and A/B testing. Some of these tools are directly integrated into the service while others are available through app directories. Similar to the Salesforce AppExchange or Marketo LaunchPoint, functionality may be free, freemium, or premium. Likewise, you may need to separately license the partner solution prior to enabling the integration. Outreach and SalesLoft offer a broad set of app partners.

There are a broad set of Sales Intelligence partner services which feed leads or display lead intelligence within Sales Engagement platforms. Vendors include DiscoverOrg, Zoominfo, Datanyze, Owler, Crunchbase, and SalesIntel.io.

Sales Engagement platforms are evolving into a system of engagement that sits alongside CRMs (systems of record). There is already a shift taking place from CRMs to Sales Engagement platforms. While Sales Engagement platforms are not looking to displace CRMs, sales reps are increasingly shifting screen time from CRMs to Sales Engagement platforms with the Sales Engagement platforms syncing with the CRMs. This is one of the reasons that Salesforce.com recently launched its High Velocity Sales service which combines cadences, Salesforce Inbox, the Lightning Dialer, work queues, and Einstein. High Velocity Sales starts at $75 per user per month ($90 with outbound calling).

The Salesforce Lighting Dialer supports click-to-call, power dialing, inbound calling, voicemail drops, and call logging.

At the Salesforce World Tour in Boston this week, a sales rep told me that Salesforce is heavily investing in Sales Engagement and hopes to catch up to the market leaders in the next year (I think this is overly optimistic as the leaders are quickly building out functionality and partnerships). While Salesforce could catch up in a few years, I believe it is more likely that SFDC will acquire one of the leaders in the space followed quickly by Microsoft and Oracle acquisitions in the sector (of course, Microsoft or Oracle could be the first movers). Adobe, which recently acquired Marketo, may also be interested in expanding its presence in B2B sales and marketing applications.

The top vendors in the space are SalesLoft, Outreach, Salesforce High Velocity Sales, Groove, and XANT (FKA) InsideSales. Other vendors include ConnectLeader, Yesware, Toutapp (Marketo), Mixmax, and VanillaSoft.

What is Meeting Management?

Chorus.ai Meetings are recorded, transcribed, indexed, and analyzed.
Chorus.ai Meetings are recorded, transcribed, indexed, and analyzed.

One of the recent additions to Sales Engagement feature sets is meeting management. Two years ago, meeting functionality was little more than a Calendly link, but now meeting setup and analytics are being automated, providing a much better experience for both sales reps and prospects. Reps spend less time setting up meetings, are better focused during meetings, and can review and share call snippets afterwards. Furthermore, calls are likely to run more smoothly and quickly.

Sales Engagement vendor SalesLoft has moved quickly into building meeting management after acquiring NoteNinja last year. Key SalesLoft features include:

  • Automated Calendaring: The email template includes a calendar link which allows the prospect to view open meeting windows and setup the call without they typical back and forth that wastes time. Rescheduling functionality is also supported.
  • Video Meetings: Calls are supported by Zoom and other video meeting platforms.
  • Automated Recording: A bot automatically attends the call and records it, transcribes it, and indexes it. Reps can search by word or topic and review a call timeline color coded by topic and speaker.
  • Improved Presence: Because the sales rep is no longer charged with note taking, he/she can focus better on the conversation. This allows for fewer delays, better call management, and better comprehension.
  • One-Click Notation: During the call, the sales rep can click on a set of pre-defined buttons for reviewing a topic post call. Thus, next steps, open questions, issues, pricing discussions, etc. can be quickly found after the call. These are presented alongside the automated indexing.
  • Sharing: Excerpts of the transcript can be shared with managers, technical staff, customer support, etc., allowing them to hear the voice of the customer. This removes bias and errors on the part of the sales rep. For example, if a sales rep feels she poorly handled a situation, she can forward the excerpt to her manager for a coaching session during their next one-on-one.
  • Training: The call timeline helps the rep see whether the meeting was conversational or a set of monologues, whether too many filler words were employed (to help reduce them), or whether next steps were set. More broadly, the training department (or sales operations if there isn’t a training department) can assemble a set of best practice meeting excerpts providing a library of short videos around value proposition, objection handling, competitor discussions, new capabilities, etc.
  • Best Sales Practices: Longer-term, machine learning will be applied to the transcripts, helping identify best practices and evaluate deal health.

This functionality is also coming to mobile devices to assist field sales reps and reps that need to place calls during commutes. In March 2019, SalesLoft announced an app for placing digital calls through its platform and Chorus.ai announced a similar app:

“The Chorus Mobile app, paired with proprietary Smart Playlist technology, surfaces critical moments from sales calls that a manager should review, and allows them to provide personalized feedback to their teams. Using the mobile app, sales reps can now better prepare for customer interactions by reviewing sales calls, key moments and manager feedback while on-the-go. The solution proactively identifies patterns within conversations, and automatically curates playlists of relevant calls utilizing Chorus.ai’s proprietary AI-driven technology. With the Chorus Mobile app, users are no longer tethered to a computer and can take coaching and call preparation with them anywhere.”

Chorus.ai press release, March 26, 2019

Meeting Management is an exciting new set of functionality for sales reps and managers. It is likely to spread to other departments and be employed internally, particularly for remotely staffed companies.