Share a Screen Get Better Engagement

No Jitter Roll: Five for Friday Ryan Daily August 30, 2019 A look at the latest news coming from Google, Oblong, Expereo, Nureva, and Verint. Ask relevant questions frequently to keep the prospect engaged in a conversation. But limit the questions to only five if the prospect is educated (high levels of awareness). You can identify education by how often a prospect asks questions.Don’t be afraid of a monologue, especially if it’s a customer story that relates to this prospect. The longer the demonstration, the more likely a rep is to close a deal.Create an engaging moment at least once every eight minutes (engaging moments occur when a prospect answers a rep for more than 30 seconds on a situational, pain, or value question) See All in AI & Speech Technologies » What do agents have to learn in order to be successful with this capability?Be comfortable with video and screen sharing. Some key factors are: As I wrote in my previous No Jitter post, conversational AI is an emerging technology that uses messaging apps, speech-based assistants, natural language processing, and chatbots to automate communications and deliver personalized customer experiences — and Chorus.ai is one company offering a platform for delivering conversational intelligence. In last week’s post, Parth Mukherjee, head of product marketing at Chorus.ai, shared insight into how companies can use conversational intelligence to coach reps on how to become top performers. The conversation continues here. Should the agent be able to see the customer’s screen? Is this a privacy issue?Normally, the agent won’t need to see the customer’s screen. But if the customer chooses to share the screen, then privacy isn’t an issue. It’s OK to use a demonstration during a discovery call. It can result in more deals won. Don’t shy away from giving prospects a taste of what you have to offer.The average product demo lasts about 29 minutes and takes 79% of the meeting; however, in most deals won, demonstrations were spread over two separate calls. The first should focus more on discovery, while the second is almost completely focused on the demonstration.Get ready to go deep in the product with the customer. However, this doesn’t give you the green light for endless pitching. Do lead the conversation as you conduct the demonstration; be sure to engage the prospect. In a 30-minute demonstration, reps should aim to create about four engaging moments. Cisco to ‘Tuck In’ Voice AI from Voicea Zeus Kerravala August 07, 2019 The acquisition will help advance the company’s cognitive collaboration strategy for Webex. Are there impediments to the technique?Poor latency, bad connections, and spotty service can be an issue. Since that’s out of the sales team’s control, we recommend using a communications service that offers best-in-class connection. Deploying a leading conference provider can help teams better engage and develop relationships with prospects.Tags:News & Viewsconversational AIconversational intelligenceAI & Speech TechnologiesNews & Views Articles You Might Like Help me understand how the statement, “screen sharing helps drive close rates with slide decks and demos, but the most effective screen sharing takes place around conversation.” According to the data, reps spent more time in the later stages of the funnel than in discovery, demonstrations, and solutions. During this time, a close rate was influenced positively if the rep was screen sharing or using video (reps and prospects that left video on throughout the call had better win rates [9% points higher]). On average, the prospect spoke more than the rep in these later stages, so the questions asked by the rep were of critical importance for engagement. The key is for the rep to use the presentation as a way to encourage a conversation rather than make the meeting one long sales pitch. Speech Applications Are Vulnerable, Too Gary Audin October 04, 2019 Are you really in control of your voice-enabled devices and applications? Screen sharing has a positive impact on engagement and in overall close rates. The average product demonstration that wins deals is 29 minutes long. How do you hold the customer’s attention?If the agent has gotten to this stage in the buyer journey, the customer is very engaged and interested in learning about the solution, so it will likely not be hard to keep their attention. There are tricks to keep the conversation impactful, however. The data indicates win rates increase as demo durations increase, and we believe engagement is a key factor in this.Even during a demonstration, a successful rep asks questions to generate engagement. Specifically, successful reps ask a question once every four minutes during a demonstration and create an engaging moment once every eight minutes. The takeaways are: thumbs-up-2056022__340.jpg Vonage to ‘Turbocharge’ AI Efforts Beth Schultz August 13, 2019 Acquisition of conversational AI platform Over.ai gives the company much-needed talent for deepening expertise in AI and machine learning. You shared a statistic showing that most successful interactions use some form of screen sharing. Describe what you mean by screen sharing.Screen sharing is the ability of agents to share their computer screens with customers. This way, customers can see exactly what agents are doing on their computers without having to take any actions themselves. This tactic is often used for product demonstrations, slide deck presentations, or to show what actions an agent is taking in real-time. Let Your Bots Do the Talking Andrew Prokop August 22, 2019 AudioCode’s Voice.AI Gateway lets enterprises voice-enable bots and call them from any telephone, UC system, or WebRTC endpoint. Log in or register to post comments read more

Spotlight put on students artwork

SIMCOE — Exhibits at the Norfolk Arts Centre in Simcoe are showcasing the work of local students and of a man considered the world’s leading livestock artist. On one floor, multimedia pieces by senior high school students in Norfolk County are on display while, on another, visitors will see a representation of the works of Ross Butler, a Norwich-born farmer. Each show offers encouragement to local artists, museum curator Roberta Grosland said during an opening reception on the weekend. “A show like this is important in order for the kids to know it’s important,” Grosland said. “It’s also important for the community to see the wonderful things these kids are doing.” Grosland gave credit to the high school art teachers who encouraged their students to finish projects and then carted them to the gallery. There’s a variety of photography, paintings and sculptures, including a plaster cast of a torso created by Mattea Hurkens, a student at Holy Trinity Catholic High School in Simcoe. For her piece, called Her Fault, Hurkens used her best friend to make the cast. The interior is covered with news stories about sexual assaults. “We teach them to ensure their art has layers and this certainly represents that idea,” said Ian Fitzgerald, an arts teacher at Holy Trinity. “This is about a breach of trust but, because Mattea used her best friend to make the cast, that required trust to put it together,” noted Agata Kowalski, also an arts teacher at Holy Trinity. Fitzgerald said having a work of art displayed in a public gallery is an important part of the building process for young artists. “In a rural community there are not many outlets for art.” Meantime, the show, Ross Butler: Branding, Butter and Bulls, showcases the artwork of Butler, who, through his paintings of prize-winning cows and other farm animals, inspired farmers to breed animals to the Butler standard. In 1939, Butler won a major commission from the Canadian government for a series of farm animal pictures to be placed in schools across the country. Butler’s depictions of cows are beautiful but it may be he’s best remembered for butter. His son, David Butler, who attended the weekend reception with his wife Mary, said his father, who died in 1995, got into butter art to promote the dairy product. “After the Second World War ended, margarine became allowed as a food, and it cut into butter’s market share,” said David Butler. “The dairies wanted to promote their industry and hired my father to create sculptures of butter.” The artist was highly successful, making life-sized cows of butter for the Canadian National Exhibition and a life-sized statue of Queen Elizabeth and her horse, commemorating her coronation in 1952. “This is a very small representation of his work,” said the artist’s son who, with his wife, operates the Ross Butler Gallery in Woodstock. “It’s estimated he did 500 works in his lifetime and we have half of them, along with an archive of things that he collected.” There is a link between the Butler and student exhibits: the curator of the Butler exhibit is Samantha Purvis-Johnston from the Woodstock Art Gallery, who was an art student of Fitzgerald not many years ago. “I’m sure there will be some kid whose work is on display here who is recognized for their art one day,” said Grosland. The Norfolk Arts Centre is at 21 Lynnwood Ave. Butler: Branding, Butter and Bulls continues until June 2. And, Off Course, the high school art display, continues until April 27. SGamble@postmedia.com read more