Preface

In this mini blog, you will learn about how a sales director of a California based Software Development company building an AI-Powered process intelligence platform with 150+ Employees talks to one of our founders (Zime) and understands what it’s like to work with Zime as an AI tool for sales success.

It’s not just about winning deals, this is a behind the scenes glimpse into those struggles a sales director and/or manager would face. It also involved discussions about the adoption of AI in sales processes, the creation of a structured sales playbook, and the potential of AI to improve sales rep performance and efficiency.

Struggles with sales playbook creation, adoption and coaching reps.

“We have 5 new sales reps that need training and we have a complex sales cycle,” said the co-founder of the California based software development company.

This means they need to streamline their sales process and train their reps effectively. Here are the main points from our chat:

Traditional approach to sales playbook creation

• Typically, an enablement leader would manually develop the playbook.
• Then, they'd hold training sessions to teach sales reps about the company and deal-closing strategies. But reps often forget what they learned, leading to a high forgetting curve.
• Sales playbooks would become outdated and were rarely referenced.

Shift towards a data-driven approach

• The VP of Business Development highlighted the importance of analyzing all sales calls to create a more effective playbook.
• “Many companies face the problem of having disorganized and insufficiently updated sales data,” he pointed out the issue of unstructured and outdated sales data.

Challenges in coaching sales reps

• The Revenue executive mentioned that coaching sales reps can be really time-consuming and draining.
• As the company shifts from founder-led sales to a seller-led approach, they're looking to bring more structure and organization to their sales process.
• This way, they can ensure their reps get better coaching and perform at a higher level.

How Zime solves these challenges with a living sales playbook that evolves with your business

While there could be substitutes (like bandaids) you can use to quickly fix something here and there, Zime offers a customized approach to your company’s sales knowledge. Zime creates your playbook with you, then it’s time for you to sit back and take a deep breath as you see your playbook getting updated and adopted!

Sales playbook creation & continuous adoption

Firstly, Zime team would create a sales playbook from what the company has (all of their sales calls, insights, presentation decks, company knowledge, etc) and then AI would do it’s magic to keep it updated so reps don’t find any difficulty of going through past materials to look for an answer or guess a discovery question they need to ask on their calls.

Personalized sales coaching and feedback

Before every call, Zime picks up the customer from the calendar schedule, the deal stage from CRM and Zime picks the questions (in the form of a checklist) your rep has to ask your customer from your training material. If the rep has asked some of the questions in the previous call, Zime checkmarks it. Insights are gathered from that call recording (Chorus or Zime) and if something is not done, they can see how top reps do it to perform better next time.

Once reps are trained on their sales calls:

1. AI will guide them every step of the way providing feedback on how they can improve their sales calls and close more deals.
2. Before every call, reps will receive a checklist in their messaging apps (Zime integrates with Zoom, Slack, Teams, and more!) to help them prepare, show up confident and secure new clients.
3. For sales leaders/VP’s, there’s an AE scorecard to review each rep’s performance highlighting what’s working and what’s not and providing a clear picture of win loss analysis.

Seamless integration with the current sales tech stack

CRM can be updated with a single click after the calls which saves 20-30 mins a day for the reps. No more manual work! Zime fits right into your current workflow. Whether you use teams, slack, zoom, gong, google slides, hubspot, it’s all well integrated. You also get AI generated follow up emails after the call which again saves ample of your time in drafting these for your potential clients.

How can you get started?

If you resonate with this and want to make your sales plays actionable and measurable, we would love to have you onboard.

Here’s what you do next:

Pilot for 21 days - no fees, no training till you see results.

No more shelf-ware playbooks; no more graveyard of call recordings; no more broken change management.