WEBVTT 00:00:00.000 --> 00:00:10.200 Jean is starting a discovery call using Nayak's live coaching assistant. 00:00:10.200 --> 00:00:13.130 Jean has shown a process hint suggesting items to cover to start the 00:00:13.130 --> 00:00:13.760 meeting. 00:00:13.760 --> 00:00:17.720 I want to just make sure that we are in agreement like what we want to 00:00:17.720 --> 00:00:19.040 cover in this call. 00:00:19.040 --> 00:00:23.290 I want to just discuss real-time coaching with you and then also Nayak's 00:00:23.290 --> 00:00:24.000 solution and 00:00:24.000 --> 00:00:25.640 see if there's a fit. 00:00:25.640 --> 00:00:28.200 Okay, that sounds great. 00:00:28.200 --> 00:00:32.440 So, can you tell me why us? 00:00:32.440 --> 00:00:35.400 Jean is using the agenda to guide her during the meeting. 00:00:35.400 --> 00:00:36.400 Sure. 00:00:36.400 --> 00:00:44.190 You know, I was looking at the tooling out there and saw your real-time 00:00:44.190 --> 00:00:45.520 coaching and 00:00:45.520 --> 00:00:49.130 thought that might be interesting, so I wanted to talk to you a little 00:00:49.130 --> 00:00:50.240 bit more about what 00:00:50.240 --> 00:00:52.320 your product is and what it does. 00:00:52.320 --> 00:00:56.920 And then why are you looking for the solution of real-time coaching now? 00:00:56.920 --> 00:00:59.560 So yeah, great question. 00:00:59.560 --> 00:01:01.800 So, you know, why I'm looking is... 00:01:01.800 --> 00:01:04.800 As Jean covers agenda items, they get marked as complete. 00:01:04.800 --> 00:01:09.210 ...in the discovery phase, and it seems like my team doesn't have 00:01:09.210 --> 00:01:10.600 everything they need. 00:01:10.600 --> 00:01:15.800 So, you know, we do some post-call coaching, but, you know, I don't 00:01:15.800 --> 00:01:17.680 think that's enough. 00:01:17.680 --> 00:01:22.640 So this is sort of a new space, right, in terms of something that would 00:01:22.640 --> 00:01:23.640 be real-time 00:01:23.640 --> 00:01:26.000 and with them in the call. 00:01:26.000 --> 00:01:31.720 And you know, I'm interested in if it can actually help us move out of 00:01:31.720 --> 00:01:33.040 discovery. 00:01:33.040 --> 00:01:37.900 And then the post-call coaching that you're doing right now, are you 00:01:37.900 --> 00:01:39.360 able to do that for 00:01:39.360 --> 00:01:43.600 all team members on all calls or is it more just selective calls that 00:01:43.600 --> 00:01:44.600 you go through? 00:01:44.600 --> 00:01:49.980 Yeah, it's more ad hoc, so it's really just around, you know, we do 00:01:49.980 --> 00:01:51.520 some select calls 00:01:51.520 --> 00:01:56.350 and then we'll, we're viewing on a weekly basis, so we do have, so it's 00:01:56.350 --> 00:01:57.840 not, it's not 00:01:57.840 --> 00:01:58.840 everything. 00:01:58.840 --> 00:01:59.840 Right. 00:01:59.840 --> 00:02:03.050 And you're looking at this at discovery because this is where you're 00:02:03.050 --> 00:02:04.440 seeing your deals or this 00:02:04.440 --> 00:02:05.600 is where you're really like... 00:02:05.600 --> 00:02:08.950 We're getting ghosted, right, and we don't actually really even know 00:02:08.950 --> 00:02:09.880 why things aren't 00:02:09.880 --> 00:02:10.880 moving forward. 00:02:10.880 --> 00:02:12.520 Okay, that makes sense. 00:02:12.520 --> 00:02:16.860 So I think, you know, Nayak is actually designed to solve problems like 00:02:16.860 --> 00:02:18.360 you're looking for. 00:02:18.360 --> 00:02:24.280 What we help people do is really scale the coaching across all calls. 00:02:24.280 --> 00:02:28.570 It's live in the call with you, right, and you're coaching on basically 00:02:28.570 --> 00:02:30.240 three dimensions. 00:02:30.240 --> 00:02:34.640 And these are the three dimensions that we worked with psychologists, 00:02:34.640 --> 00:02:35.920 sales experts to 00:02:35.920 --> 00:02:40.650 determine that these are the ones needed to really have a good sales 00:02:40.650 --> 00:02:41.560 meeting. 00:02:41.560 --> 00:02:43.160 And the first one is the process, right? 00:02:43.160 --> 00:02:46.960 Like you said, following a process, making sure that in the discovery 00:02:46.960 --> 00:02:48.320 call, they're hitting 00:02:48.320 --> 00:02:51.180 all the key agenda items that they're supposed to. 00:02:51.180 --> 00:02:54.120 We actually monitor them in real time and they check off. 00:02:54.120 --> 00:02:56.910 And they're there kind of as a guidance and we give some time 00:02:56.910 --> 00:02:58.320 management guidance in the 00:02:58.320 --> 00:02:59.320 tool also. 00:02:59.320 --> 00:03:01.940 The second thing we do is product hints. 00:03:01.940 --> 00:03:07.990 So we have the ability to hint in real time on product details that 00:03:07.990 --> 00:03:09.640 they might be not 00:03:09.640 --> 00:03:11.440 as confident about. 00:03:11.440 --> 00:03:16.530 So, you know, pull up case studies and bring out information as needed 00:03:16.530 --> 00:03:18.000 when somebody asks 00:03:18.000 --> 00:03:22.250 about them and help them handle these objections that make people lose 00:03:22.250 --> 00:03:23.280 confidence and kind of 00:03:23.280 --> 00:03:26.040 lose their way and call sometimes. 00:03:26.040 --> 00:03:28.920 And then the third thing we do is emotional intelligence. 00:03:28.920 --> 00:03:31.780 And that's where we're really looking at both two people in the call. 00:03:31.780 --> 00:03:34.070 So we have an observer in the call and it's looking for all this 00:03:34.070 --> 00:03:34.960 information and we're 00:03:34.960 --> 00:03:38.900 also looking at both the buyer and the seller and not just the verbal 00:03:38.900 --> 00:03:40.080 cues, but also the 00:03:40.080 --> 00:03:44.350 non-verbal cues of facial recognition and body languages and seeing how 00:03:44.350 --> 00:03:45.000 the two are 00:03:45.000 --> 00:03:46.800 building relationships. 00:03:46.800 --> 00:03:51.040 We do things like do they interrupt, do they actively listen, are they 00:03:51.040 --> 00:03:51.800 mirroring things 00:03:51.800 --> 00:03:54.560 back, are they leaning in, are they turning off cameras. 00:03:54.560 --> 00:03:57.930 EQ hints inform that the prospect is showing interest, suggesting Jean 00:03:57.930 --> 00:03:58.720 to take a breath 00:03:58.720 --> 00:04:00.520 and pause for questions. 00:04:00.520 --> 00:04:04.210 Do you have a case study showing deal velocity improvements and your 00:04:04.210 --> 00:04:05.920 close rate improvement? 00:04:05.920 --> 00:04:09.470 Product hints provide case study info instantly in a quick read format 00:04:09.470 --> 00:04:10.860 so Jean can relay accurate 00:04:10.860 --> 00:04:12.800 details about real-time coaching improvements. 00:04:12.800 --> 00:04:15.820 And there's two times more deals that actually came from discovery to 00:04:15.820 --> 00:04:16.480 proposal. 00:04:16.480 --> 00:04:17.480 Oh, wow. 00:04:17.480 --> 00:04:18.480 Okay. 00:04:18.480 --> 00:04:19.480 Great. 00:04:19.480 --> 00:04:20.480 That's great. 00:04:20.480 --> 00:04:23.480 How do you process, you know, with this real-time coaching, how do you 00:04:23.480 --> 00:04:24.400 process audio video 00:04:24.400 --> 00:04:30.440 in real time with low enough latency to provide useful coaching? 00:04:30.440 --> 00:04:33.920 Product hints pull your product details instantly so Jean can answer 00:04:33.920 --> 00:04:35.400 immediately instead of saying 00:04:35.400 --> 00:04:36.400 let me get back to you. 00:04:36.400 --> 00:04:39.000 That's the way where we cache a lot of the information. 00:04:39.000 --> 00:04:44.600 So each coacher and each call for that deal, that specific deal, is 00:04:44.600 --> 00:04:46.240 prepared in advance 00:04:46.240 --> 00:04:49.450 and then it caches all the information it can so we have the least 00:04:49.450 --> 00:04:50.960 amount of least latency, 00:04:50.960 --> 00:04:51.960 right? 00:04:51.960 --> 00:04:59.390 We're not looking to query an LLM to look for answers like some other 00:04:59.390 --> 00:05:01.240 providers do or 00:05:01.240 --> 00:05:05.510 do we actually make it really fast by having your specific information 00:05:05.510 --> 00:05:06.680 for that specific 00:05:06.680 --> 00:05:10.040 deal in that specific phase ready with a coacher? 00:05:10.040 --> 00:05:11.520 Oh, that's great. 00:05:11.520 --> 00:05:13.360 That makes sense. 00:05:13.360 --> 00:05:15.160 Okay. 00:05:15.160 --> 00:05:17.680 So great questions. 00:05:17.680 --> 00:05:22.510 So yeah, so then after we're done with the meeting, we have a summary 00:05:22.510 --> 00:05:24.020 that actually comes 00:05:24.020 --> 00:05:28.380 out where we send it to the rep and we also do, you know, aggregate of 00:05:28.380 --> 00:05:29.640 this where we tell 00:05:29.640 --> 00:05:33.890 them the deal health, the buyer intent signals we saw so they can kind 00:05:33.890 --> 00:05:34.920 of learn that. 00:05:34.920 --> 00:05:38.280 We tell them the deal progress, how they're doing time management 00:05:38.280 --> 00:05:39.360 skills and then also 00:05:39.360 --> 00:05:42.810 the hints that were shown in some of the things that they can improve 00:05:42.810 --> 00:05:43.800 on and of course we 00:05:43.800 --> 00:05:48.040 also capture all the meeting notes because we're in the call, we're 00:05:48.040 --> 00:05:48.640 listening, all the 00:05:48.640 --> 00:05:52.800 next steps and then we prepare them, we call this a debrief, right? 00:05:52.800 --> 00:05:56.530 We send this to them within five minutes of the call being complete and 00:05:56.530 --> 00:05:57.440 then we also use 00:05:57.440 --> 00:06:00.180 this information to prepare them for the next call. 00:06:00.180 --> 00:06:03.840 So this works not just only on the call you're on, it also works as a 00:06:03.840 --> 00:06:05.020 debrief and then a 00:06:05.020 --> 00:06:07.080 brief for the next call. 00:06:07.080 --> 00:06:09.080 Got it. 00:06:09.080 --> 00:06:11.080 Got it. 00:06:11.080 --> 00:06:13.080 That makes sense. 00:06:13.080 --> 00:06:14.080 Perfect. 00:06:14.080 --> 00:06:15.080 So let me ask... 00:06:15.080 --> 00:06:18.160 Jean is able to know exactly what she has covered in the agenda and 00:06:18.160 --> 00:06:19.120 easily move to the 00:06:19.120 --> 00:06:20.120 next agenda item. 00:06:20.120 --> 00:06:25.880 Is it a top priority within your organization to get this fixed? 00:06:25.880 --> 00:06:29.240 I would say it is a top priority for myself. 00:06:29.240 --> 00:06:33.920 I would say, you know, I still have some work to do with some of my 00:06:33.920 --> 00:06:35.640 executive team to get 00:06:35.640 --> 00:06:37.400 them to buy in. 00:06:37.400 --> 00:06:42.550 I do have budget and I do have, you know, I still have budget for this 00:06:42.550 --> 00:06:43.680 year that I'm 00:06:43.680 --> 00:06:45.600 trying to earmark for a tool. 00:06:45.600 --> 00:06:47.720 So it is a top priority for me.