Demoleap is Providing Sales Teams with AI Guided Selling in Real Time
Closing sales has never been easy, even for the most experienced of sellers. In the B2B SaaS space, there is so much riding on the first impression a seller makes with a prospect. How a seller handles the sales funnel as a whole – from qualification calls, discovery calls, and live sales demos to customer onboarding – can make or break a sale, which in today’s market landscape, is an unaffordable risk to take.
To deliver quality sales calls, sellers need to become up to speed on products, ask the right discovery questions, remember various talk tracks and presentations, competitive data, and messaging, and need to be able to adapt to unexpected scenarios prospects throw at them, all while keeping to time constraints in a live scenario – a task not easy to handle, even for the best sales representatives.
Too often, there is inconsistency among reps, with no clear way to unify messaging and sales processes to ensure quality calls. This was the problem that Itay Sinuani and Hugo Dempsey discovered during their time working at Salesforce. “We had the shared task of advising both our internal and channel sales teams on positioning and selling our products. This was time-consuming and ineffective,” said Dempsey.
They pinpointed the pre-sales bottleneck that not enough reps could deliver quality demos and that many organizations were relying too heavily on their top sellers. In addition, there was the issue of bringing new hires up to speed, as traditional training, in addition to being expensive and time-consuming, didn’t seem to stick with reps.
This “cognitive load” on sellers justifies the “Forgetting Curve”, which implies that if 75% of information is not applied within six days, it’ll be forgotten. For sellers, this couldn’t be more true.
With existing revenue intelligence solutions only providing analytics for post-call improvement, Demoleap was conceived by Sinuani and Dempsey to provide sellers with tips in real-time – during the call – to reinforce and remind sellers of their training when it really matters.
Years later, Demoleap has since emerged from stealth, raised $4.4 million, and is helping companies increase their sellers’ ramp-up time, conversion rates, and win rates.
Real-time, guided selling
In mid-market and enterprise companies with sales teams numbering in the tens of hundreds and even thousands, it’s a major challenge for sales managers and decision-makers to ensure consistency among their sales representatives to perform adequately during calls.
While some companies respond by instituting training programs, the high cognitive load of the demo environment overwhelms reps, leaving prospects with a less-than-ideal experience. Sinuani explains the role Demoleap plays in this process. “It’s the only sales demonstration assistant for sales discovery and live demos,” he says. “Our solution understands the seller’s needs during every part of the demo meeting in real-time and guides the user on what’s next in the demo. Today, companies invest in expensive, time-consuming, and ineffective demo training. With Demoleap, it’s possible to ensure exceptional sales interaction on every call.”
Interactive playbooks and AI sales assistant
Generating sales playbooks with Demoleap follows a straightforward, drag-and-drop format with no technical knowledge required. Sellers can choose from pre-created company playbooks that include all assets needed in a call, including discovery questions, slides, and customer stories. Demoleap integrates with all of the leading CRMs and automatically updates after each call, so sellers don’t have to do any of the manual work or worry about taking notes during calls.
In-context, reinforcement of training
One of the most interesting aspects of Demoleap’s product is an AI autopilot that navigates the screen on behalf of the seller, including mouse movements, clicks, and typing, effectively running the “show” that the prospect sees and allowing the seller to focus on the “tell.”
The AI engine sends the rep real-time prompts on what to say or how to deal with unexpected questions. If reps are stuck, they can use Demoleap’s search engine to obtain talking points from the company database or the web.
Sales leaders can use data gathered from calls to learn from mistakes and improve future playbooks. The platform provides all sorts of metrics such as conversion rate comparisons and monitors each call so that decision-makers can identify gaps in knowledge and skills and make adjustments accordingly.
A new sales paradigm
Sales demos have long been stuck in the past, but Demoleap is changing that picture quickly. Thanks to the power of AI and seamless integration, sales teams are quickly discovering new possibilities in the demo environment. The future is undoubtedly bright for Demoleap, and time will tell the impact it leaves on the state of sales workflows.