Using A.I. for Sales Conversations with Sabrina Atienza of - Ep. 112

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Sabrina Atienza of discusses how sales using A.I. to improve phone conversations and improve onboarding time for new sales reps. This takes social selling to a whole new level.

Sabrina is the CEO of Qurious. She trained in Computer Science and Physics at UC Berkeley. Prior to Qurious, Sabrina was a software engineer at Tealeaf (acquired by IBM) and software development consultant for tech companies. The company was founded in 2016 and is based in San Francisco, CA.

Sabrina shares what enterprise thinks about when it comes to leveraging AIto learn what works in a sales conversation faster than ever before and iterate on the playbook by using A/B testing. Then when we learn what works, how can this be pushed out to teams for use.

One reason why Sales hasn’t been using A/B testing for conversations is because conversations tend to be more unstructured. An approach Qurious is using is breaking down conversations into “dialog acts.” These are parts of the conversation such as “building rapport,” “confusion,” and “objections. This is very much like objective call shadowing but with AI.

A few additional questions we asked included:

For a sales rep that is new, how does this help them get up to speed faster?

  • Realtime training is one of the biggest value-add
  • Slash onboarding time by ⅓
  • Battle cards appear during the conversation

Tell us about a success story a client has using

  • 20 reps - on boarding
  • mql to sql by 20%

This episode is full of insights that you can use to support your discussion about AI. Thank you to Samantha for talking with us!

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Audio Run-time: 56:03

The Social Selling Podcast by Linking into Sales is a professional development podcast geared towards sales and marketing professionals that use social media tools and networks to support sales and buying cycles and help them become more proficient in social selling.

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