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
EVERY MORNING TheJournal.ie brings you the nine stories you need to know a little before 9am.1. #GAZA: The Seanad will cut its summer break short today to debate the conflict in Gaza as well as the situation in Ukraine.2. #ANGLO: Two former Anglo directors are due to be sentenced today after being convicted of giving illegal loans to ten customers.3. #INVESTIGATION: A post-mortem will take place on the body of a man found in Meath yesterday. His shooting is believed to have been a gangland killing.4. #BREACH: Sensitive medical information, including details of patients’ miscarriages, were found by children near a former health centre in Belfast that was demolished to make way for social housing, The Irish News reports.5. #PRISON: Former junior minister Ivor Callely’s transfer from Mountjoy to Wheatfield has been suspended after an examination by a psychiatrist, the Irish Daily Star reports.6. #LAW SUIT: The House of Representatives in the US is suing Barack Obama over the delay of Obamacare’s employer mandate.7. #ORPHAN: A baby delivered in Gaza from the body of her dead mother after an Israeli airstrike is said to have died.8. #KICKED OFF: There were violent scenes at a schoolboy football tournament held in Northern Ireland last night which saw one player kick another in the head.9. #REMEMBER: A Cross of Sacrifice will be unveiled at Glasnevin Cemetery today by Michael D Higgins to honour Irish people who died in World War I, RTÉ reports.