The sales realm is experiencing a tech revolution. The heralds? Large language models (LLMs) are promising to transform call analysis. Let's unpack the distinction between the 'old AI' that dominates most conversation intelligence tools and the 'new AI' driving the future.
1. Defining 'Old AI': The Limitations of Keyword-Based Analysis
Many conversation intelligence tools proclaim their AI capabilities but utilize what we term as 'old AI'. Here's what that entails:
- Keyword Reliance: These tools trigger alerts based on preset keywords or phrases. This lacks depth, offering a surface-level view of conversations.
- Limited Context: By focusing on individual words or phrases, they miss out on understanding the context in which these words are used. This means managers, sales coaches, and enablers often still need to invest hours in listening to gain full insights.
- Lack of Nuance: Simply flagging a keyword doesn't provide insights into how adeptly a sales rep engaged or addressed client concerns.
2. Introducing 'New AI': The Depth of LLM-Based Analysis
In contrast, the 'new AI' offers a revolutionary approach:
- Deep Contextual Understanding: Large Language Models (LLMs) can comprehend the context, analyzing conversations to determine if a sales pitch truly catered to a client's needs or if it was a standard script.
- Objective Scoring: By removing human bias, new AI offers consistent, objective evaluations. This ensures comparable insights across reps and teams.
- Adaptability: Unlike 'old AI', the 'new AI' continuously learns, refining its understanding over time.
3. Cost-Benefit Analysis
The implications of this AI evolution are vast:
- Labor Savings: No longer having to listen to calls means HUGE time and monetary savings.
- Enhanced Sales Outcomes: Objective, nuanced feedback from AI ensures better rep performance and improved ROI.
- Actionable Data-Driven Insights: The depth of analysis allows for more rapid and effective sales strategy refinements.
4. Addressing Overlapping Budget Concerns
Already invested in conversation intelligence tools?
- Integration Capabilities: We love working with companies that have are already using conversation intelligence tools as it means they are already used to recording their calls and have a huge amount of existing call recordings and transcripts we can leverage. Our system integrates directly with existing platforms, unlocking insights from previously neglected call recordings and transcripts to answer questions like:
- What are the strengths and weaknesses of each rep?
- What are top performers doing differently to others?
- How could we optimise the playbook?
- Market Saturation and Pricing: With a surge in conversation intelligence offerings (97 on G2 at the last count!) and many now providing freemium versions, it's a buyer's market. Companies should reevaluate their current tools, question whether they are getting enough value for what they are paying and potentially opting for cost-effective alternatives that can synchronize with state-of-the-art AI solutions.
5. Beyond Direct Savings
There's more to AI-powered call analysis than just cost benefits:
- Empowered Sales Teams: Instantaneous, insightful feedback fosters constant improvement and increased conversion rates.
- Unbiased Decision Making: Managers empowered with objective call data can make unbiased, effective decisions for coaching reps and improving the playbook.
- Consistent process: By defining, reinforcing and measuring playbook adherence on every sales call, managers can be confident that their teams are delivering a consistent message to the market.
In the rapidly evolving landscape of sales tech, understanding the nuanced difference between 'old AI' and 'new AI' is pivotal. As businesses lean into the future of AI-powered call analysis, they aren’t just saving money; they're reinventing their sales strategies.
Ready to transition from the limitations of 'old AI' to the groundbreaking insights of 'new AI'? Try Wonderway Coach today.