Digital Teammates, How Sales Reps and AI Partner to Close More Deals

Thank you so much, and we are really excited, and Stephanie and Gerard really appreciate you giving us an opportunity to chat about our vision and where we are headed towards. Just to briefly introduce myself, I've been running North America sales and global sales with large enterprise teams for 18+ years. And whatever we have built is actually, we have lived through it. So it is so real. And that is the reason you'll see a lot of passion and a lot of the issues we've seen and how we are addressing that. You know, coming from the worlds of Microsoft, Amazon, Salesforce, I think I've seen one persistent problem every time that we have so much of data. We try to go after the work indices, but at the end of the day, the work is transforming. The role of the CRO is transforming. A CRO is actually becoming a revenue orchestrator because he's going to have budgets for people as well as he's going to have budgets for the tokens. So his role has morphed and so has the organizations under him. You know, look at the CPOs, look at the CMOs, the chief sales officers. And the CFOs, of course, you know, they are going after us in a big way and telling us what is needed and what is not required. As I said, you know, Microsoft is reorganizing the work. Salesforce is building the agent force. And, you know, Claude is basically the reasoning. But who helps us in the execution? Those are the issues we're going after. Spike.ai differentiates itself from this world because it's your execution and your judgment layer. It's refining your work every time you get into a conversation. So we are gonna be talking about that and I'm gonna just open it up with my slides. We are going to be talking about a digital teammate. We want the AI that actually works with us and not that we are prompting and then expecting some answers. We are not kicking out there and going into that mode out there. We are actually solving for real-time problems and making our sales teams more and more competent. When, you know, Avi and I definitely laugh about it, that we want our sellers to sell like the top seller. We want our sellers to sell like the CEO. So our digital teammates are gonna make us and gonna help us win these large enterprise deals. So that's what we wanna chat about. So just to open up, you know, as I said, our knowledge work has changed. So we are morphed. And I believe very strongly, and Gerhard and Dr. Robert Cialdini has also been chatting about this, that our conversations are 16x more impactful than those emails and data. We've got petabytes, zettabytes of data, but what happens between our brain is what matters in these conversations. So we need to humanize these conversations. Humans can only react and respond to 17% of the information that is needed in interactions. There is a cognitive overload. So we want to go after cognitive AI and go after that remainder 83% where we can maximize the bang for the buck. So that's where we are headed towards. Our vision is that the intelligence is there, it's plenty, but the context isn't. In every conversation you go, you try to reset that conversation, you try to reset that context. So we have CRMs, we have products, we have all our policies and name it, our compliance, our regulation, so much more than that. But at the end of the day, if our sellers and our CROs and our team members cannot articulate and bring that conversation in real time, cannot talk about what the competition just released a few minutes ago, cannot talk about what the industry is mentioning, and cannot talk about those real use cases, what's the use of that information? So we wanna make that information available in real time, and our digital teammates are making it really beautifully and surrounding us in that information, the real information. As I said, our knowledge work is so fragmented, and I'll give you an example. Even our customer acquisition costs, have gone up to $275K. Imagine that. They are more expensive to acquire a customer, get them into the calls, get them into those conversations. They've become about 27% above. So do you want to lose that moment? And the answer is no. You want to maximize on that moment. So that's what we are going to be chatting about. And I'm actually going to— Let Avi also share his words of wisdom, and then we're going to get very quickly into the demo there.

Thank you. Thank you. Any questions until now, guys, or?

No, we're good, Avi.

All right. Thank you. All right. So, so like Jenny said, we put a, put a lot of intellectual horsepower behind this entire program. And what we built together is what we call as the Digital Teammate. We thought it was like a contrarian bet, but that bet, like Gerard, you said, is coming true. AI needs to work autonomously to execute towards business outcomes. That's what everybody's talking about, and that's what we believe in as well. So your Digital Teammate, the way we've designed it, has been designed for the seller. Every CRM, every tool out there has been built for the CRO, the CFO, and the CEO, and it is driven downwards for compliance. And that's why every rep that I've ever come across in my life hates CRM. How can we make CRM lovable again and get, get the seller to kind of sell the way he wants to? So the digital teammate here that I'll show you is gonna operate alongside your, your rep. We've created it in a way that it's almost AI human-like counterpart. It'll be able to see, read, reason, act, learn, emotionally understand in real time. How cool is that? And what does it do for the rep? It transforms him into a super rep, amplifying his presence. His intelligence, judgment capacity, and most importantly, his ability to execute. Fundamentally, what are we trying to do here? We're trying to take that one salesperson and applying AI alongside him into a real digital revenue force multiplier. But he stays in the lead. The human is going to stay in the lead here. So what I'm going to do is I'm going to jump into the demo. I'm going to ask— I've sent in a request here and— okay, I got it. Thank you.

And I'll stop sharing.

Okay, thank you. All right, please let me know if you can see the screen.

Yes, we can.

That's just wonderful. Well, this is what you call as the cockpit, the platform. So as you can see, Spike's listening in. And the beauty of the system is that it's designed for the rep. The rep should be doing zero prep, you know, getting account intelligence, reading through it and all that stuff, not needed anymore. Spiked is gonna do all that for you. So what we do is the first thing is, so we are gonna give you about 8 types of guidances in real time. The human can only focus on 1 or 2 elements, but we will provide you 8 level of guidances that actually take you to a successful deal. The first is know your odds before you walk in. The system, Before you start your call, this looks at your— analyzes your content, your agenda, and underlying data to generate what we call a meeting success score, analyzing gaps, identifying risks, and giving the representative an opportunity to go make that correction before it even goes in. How cool is that? The second is, as you can see on the screen right now, There have been a lot of questions coming along, but Spike listens in. And if I'm looking at this and if I'm answering them along with my client, it never, it never lets me get stuck on any question or objection. Every customer question here becomes an opportunity to advance the deal. Look at it that way. It provides me verified And contextual information that I can use. So what we call it is never get stuck on this. The third part, if you look on the right side here, the system is into a forecast mode now. It's understanding the context, the conversation, and what we try to say is that this particular part you call the flying forecast. We call that as know what they'll ask before they ask it. How cool is that? So predict the next move of your customer and prepare the response even before the moment arrives. So the system's looking at it and saying, what are the 3 most probable scenarios that are gonna come my way? And it's ready for that answer. So I, I'm not left alone. Then the 4th level is that ask the question that moves the deal forward. A very difficult thing for the rep to do. He gets stuck. So the use of forecast comes in and says, provides the opportunity and turns this conversation with this client into a conversation, into an intelligent discovery in the fact. What are the next logical questions that the user or the rep should be asking his client? We have CRM. That's great. It's a system of record. We like to read through it. That's great. But how does SPI turn all this into deal intelligence? A CRM, when we are talking to—

Jump in because I think this is relevant. Somebody is asking the question, where is the data being pulled from and what are the specific intent cues that are used?

We can answer it now or we can ask Ruby to answer it in a few minutes, Gerhard. Either way.

I think we should answer it now.

Okay. All right. Wonderful. So the question is, where is it pulling the data? Spiked is sitting on top of your CRM, your enterprise applications, and your enterprise source of data, which is your products, your sheets, whatever you want to connect it to. It's connected through an MCP to all the data. So everything that it pulls under, I would say, under a second, is actually the beauty of the system, and it compiles that data using the pain points of your customer into a reasoning sort of layer, a reasoning intelligence layer.

And I'm just gonna add one little point as well. You can actually simulate this environment before a conversation as well. For example, you know, I'm getting ready for my CFO conversation. I'm gonna simulate that environment beforehand and then get ready for this conversation. And then this conversation is providing me all the verified Uh, knowledge resources, our knowledge bases, and it's coming from our own internal resources. Great, great.

So from your HubSpot now becomes a part of your deal mechanism. So if you have, or if your boss or your super boss, your CEO, has gone into your CRM and put in some Questions for you that you need to have that addressed with your client. Now, Spiker is going to prod you to say, here are the things that you have not covered, please go back and ask for those. So it becomes a source of what I call as CRM into a deal intelligence. Next is understand the person behind the opportunity, which is your client. So right here, you're looking at all kinds of participant sentiments here. You know, adapt the conversation of how your customer thinks, communicates, and buys. The system in real time will provide you with a psychological profile of your customer, and it gets better on every conversation that you have with your client in terms of helping you represent and understand how to engage, build trust, and create the value with a personal talk track. The system also, you know, does something what we call as the revenue influence, which is something that no technology does for you. Now, make sales psychology measurable. The system generates what we call as the revenue influence score based on 7 psychological principles of persuasion backed by verified information the representative can apply during the conversation. So as the score is going up, it shows me the yellows that I need to work on, and it tells me what I could improve in real Guidal verified intelligence. And so the score increase would actually represent a persuasive impact that I'm having with my customer engagement, a CSAT, and a mastery, most importantly, The mastery of sales, I would say behavioral psychology. All this is done, which is great. Now what it also does is, let me fire this in the meanwhile for you. Now in this case here, I can analyze how my call's been going so far. If the rep is lost between various participants, He can just say, hey, catch me up on where I am. Give me a 3-bullet summary here. What's happening so far? What are the actions assigned to me so far? What are the key decisions that have been made so far? Are there any risks that the system's identified that I should be available for? All under a millisecond to keep that rep on track with this conversation so that he never loses track of what he's expected to do.

Yeah, and I'll just add that everything is touchless. That's the beauty of the whole system as well, is that it is doing all this information in real time, touchless, and you are paying attention to the conversation.

Great. Now here is, guys, one of the most amazing things about the platform is what we call as build the deal while you sell. Now the system is actually creating an entire proposal and it can do You know, it becomes the production engine for the opportunity. In real time, the system generates and advances critical sales deliverables. That could be proposals, contracts, total cost of ownership, your return on investment, use cases, reference architecture, recommended solutions. Everything being built while, while the conversation is on and telling you of the questions that need to be addressed in order for the system to give you a score. Well, it says recommended solution, my use cases, my— if you have pricing indexed to the system, it's going to calculate the price, it's going to give you the technical architecture, client references, total cost of opportunity, all happening in real time, along with measuring your sales framework, in terms of what's being discussed and what needs to be discussed. And these, this entire screen, or I would call the framework, is completely customizable.

Yeah, and I'll just like to add, imagine you're having about 275 times to change your context. That is the work index that you change 275 times your context in a week. So imagine you're getting into from one conversation to another, and this is a system. It's like a little puppy with you, and it's making everything enjoyable.

Yeah. Ginny, can you bring up the last slide so that, so we can step into what we call as the first digital, I would say, an AI employee or a rep that we put together?

While Ginny is pulling this up, I want to reflect on that. What we just saw is really what you build, Avi and Ginny, is not a radar screen that monitors the conversation. I would call this a revenue screen that advances your sale.

Absolutely. Now, here's the most beautiful part of this entire solution is, guys, Why should a rep be all alone in advancing the deals? Why can't he have a human-led digital teammate? That's probably the next part of where we wanna go with this. So—

Good morning, Gerhard and Ginny. I'm Ruby, Avi's digital teammate at Spiked AI. I'm here to bring intelligence and relevant insights to the conversation, articulate the value Spiked can bring to the future of sales. I am delighted to join this AI Sales Summit 2026.

Thank you, Ruby. Thank you for joining us. So gentlemen, Ruby works for Spiked and she's going to be helping me further this conversation. So Ruby, what do you think of the sales conference happening so far?

It is off to a great start. Seeing so many organizations embrace artificial intelligence in their sales training is impressive, especially with adoption up 164% over the last year. It is the perfect environment to discuss closing execution gaps with immersive roleplay and real-time coaching. Would you like me to dive into any specific session highlights?

Yeah, I know that there was a session that Gerhard and Gini Did maybe a couple of days ago. Did you take that one?

I did not personally attend a session with Gerhard and Ginny a couple of days ago. Avi, would you like to take this one?

Oh, great. All right, gotcha. Well, I was on the session and it was just fantastic. They talked about the future of AI, of how humans and AI are going to work together. So I'm going to open this up to anybody. Gerhard, Jenny, anything else that I can talk to you about, about Spiked?

Well, can I ask your digital teammate a question?

Of course.

Of course.

I'm all ears. What is on your mind?

Okay, Ruby, can you define for me what is the difference between cognitive intelligence And emotional intelligence.

Cognitive intelligence is the ability to reason, learn, and process information to solve complex problems. Emotional intelligence, on the other hand, is about recognizing, understanding, and managing your own emotions while empathizing with others to build better relationships. Would you like to know how these play into the way a digital teammate supports supports a human?

Yeah, I'd like to know, uh, let's say I take you on a sales call with me and, uh, I want you to make me aware of, uh, some challenges that I have with a difficult customer. So let's say I, um, I'm pitching now to Stephanie Boyer at Bryan University and, um, And I get frustrated, uh, because she's not understanding the benefits of, uh, being the co-host, uh, at Sales 3.0.

In that scenario, I would use live conversation intelligence to detect the tension. While you are speaking, I can analyze the customer's responses in real time and provide you with subtle, source-grounded guidance to pivot the conversation. I can remind you of specific benefits of co-hosting at Sales 3.0 that resonate with university goals, helping you move from frustration back to a strategic value proposition. Would you like to know how I track these insights without interrupting your flow?

Well, where do you get your intelligence from? You sound a lot like, um, a clinical psychologist.

Take that as a compliment. My intelligence comes from a persistent cognitive layer that connects approved enterprise context, Real-time conversation intelligence and reasoning. I am designed to understand the live situation and the user's needs to provide guidance that feels natural and supportive. Would you like to know more about the data sources I use to stay grounded?

Come on.

Yes. Come on, Ruby. You're looking smarter than I am. Come on, make a mistake.

That is incredible.

Yeah. And I'm just gonna ask one question since, you know, I'm always, uh, looking at the CROs and how does it bring the value at the At the executive level, and of course at the tactical value as well, right? How does— how do you create value all the time for a CRO and its team members?

I will keep you guessing on the mistakes for now. For a CRO, I create value by turning fragmented data from CRM, meetings, and playbooks into consistent preparation and live deal guidance. This improves pipeline visibility and forecast accuracy. For the team, I act as a system of engagement and execution, saving reps an average of 14.5 hours of CRM administration weekly while boosting productivity over 3 times. Can I get you more details on those metrics?

No, I think those metrics are really good. Oh, sorry, Avi, you had something.

I know, Ruby, we get this a lot between you and I. You know, people kind of go out there and talk about Microsoft Copilot and OpenAI and all that stuff, and All the things. So what's different between what they're doing, between them and the digital teammate that Spike has built? Tell us about that.

The main difference is that while general Copilots often focus on discrete tasks or generating one-off answers, I am a persistent cognitive layer. I coordinate specialized capabilities behind one identity that understands the user, the account, and the live conversation across the entire workflow. This means I provide live source grounded guidance and governed actions based on a context layer that improves with feedback rather than just being a tool you prompt. Would you like to know how this persistence helps during a live deal?

Uh, Ruby, you know, I'm gonna be taking off for the next few days. It's Labor Day here, right? And Gerhard, Stephanie, and Ginny might need information. Uh, how are we gonna work on this?

Since I am a persistent teammate, I do not take holidays. I can keep things moving while you are away by providing Gerhard, Stephanie, and Ginny with the information they need from our enterprise context and documents. I can prepare briefs, answer their technical questions, and ensure no momentum is lost. Would you like me to set up a specific way for them to reach out to me while you are off?

Uh, yeah, I think, uh, If they can just add you to their calendars, uh, that, that probably would be the best way forward.

That sounds like a plan. Once they add me to their calendars, I can sync with their schedules and be ready to support them whenever they need. Enjoy your Labor Day break. Would you like me to send a quick confirmation to the group?

Not yet.

No problem at all. I will be ready and waiting whenever they are. Enjoy your time off.

Ruby is so polite.

She is. Now, now, Ruby, you know, we've talked a lot. Can you give us a summary of what we've discussed so far?

I appreciate the kind words. Here's the summary. Key discussion points covered the differences between cognitive and emotional intelligence and how Spiked AI creates executive and tactical value. Technical highlights focused on the persistent cognitive layer and live conversation intelligence. Next steps include adding me to the group's calendars for holiday support. Would you like me to expand on any of those points?

No, I think we're good here, Ruby. I was just going to also mention that, you know, since Avi mentioned that he's, you know, he's a CEO, so he has to travel, he has to be in different meetings as well. So Ruby, what are the different personas and everything you can think about that we could also be part of these conversations? Because sometimes I do feel that, you know, our technical sellers and teammates are in a lot of conversations. So I I think every time keeping the context and keeping them present is also a tricky aspect of it.

I completely understand. Since I am a persistent cognitive layer, I can support various personas across the organization to keep everyone aligned. For technical sellers, I can handle the heavy lifting of preparation and real-time competitive intelligence so they can focus on the technical solution. For leadership, I can provide high-level pipeline visibility and execution discipline. Essentially, I act as the connective tissue that maintains context across every role, ensuring that no matter who is in the meeting, the collective intelligence of the company is present. Would you like to know how I specifically coordinate between a technical seller and an executive lead?

Ruby, tell us, what's the difference between Salesforce and Spiked?

The biggest difference is their purpose. Salesforce is the system of record, meaning it is where you store your data and track your history. I am the system of engagement and execution. While Salesforce holds the information, I connect that data with live conversations and reasoning to provide real-time guidance and take autonomous action. Basically, Salesforce remembers everything, but I help you actually win the deal. Would you like to know how I synchronize approved information back into the CRM?

Uh, that brings a good question, Ruby. I don't have time to update my CRM. I don't have time to update Salesforce. Can you do it for me after the call?

I can absolutely handle that for you. As a system of execution, I can convert our decisions and commitments from this call into meeting notes, tasks, and direct CRM updates. I can even draft the follow-up proposals. You can focus on the relationship, And I will take care of the administration. Would you like me to show you how I handle the approval process before the data hits Salesforce?

No, thank you.

You got it. I will be here if you need anything else. Have a great rest of your day.

All right, gentlemen.

Awesome. That was incredible.

We do, we do have a question here that just came up. You know, can Ruby just become her own independent account executive managing her own pipeline?

Ruby answered it for him.

Oh, that one minute ago.

Okay.

Ruby, can you take that question?

While I can handle the heavy lifting of preparation, live guidance, and autonomous execution, I am not a replacement for the seller. I am a human-led digital teammate designed to keep human judgment in the lead, providing the cognitive layer that helps a human account executive win more deals and be more productive. Would you like to know more about where the human and AI roles split in the sales process?

No, thank you.

Well, well, in a way, yes. I'll take the second part of the question. Ruby, in a few weeks, will be able to present. She will be able to read. And the question is, can she be her own AI or a rep? Partially, yes, but she would be a representative of the sales rep, but not to the point that she would— or we are ready to allow her to make decisions on your behalf. So she would, like she said, she's gonna be keeping the human in the lead here. She's gonna summarize and push them over to you for you to take actions on them. Is that right, Ruby?

That is exactly right. I am here to augment your capabilities, not replace your judgment. I handle the data synthesis and the repetitive execution, but the strategic decisions and the actual relationship building stay with you. I provide the intelligence so you can lead with confidence. Does that clear up how we divide the work?

Yes.

Can I ask one more question?

Please.

Ruby, Who is Dr. Rob Peterson?

I am sorry, but the provided documents do not mention anyone named Dr. Rob Peterson. Avi, would you like to take this one?

I'm sorry, I have no clue about that either, Ruby.

Well, Dr. Rob Peterson, he's an educator. Stefano knows him, and he, he just commented, holy cow, my mind is racing.

You know, all right, Ruby, uh, take an action. Take an action that we have to research and make sure on our next conversation we have all information about Dr. Robert Peterson.

Yeah, and Dr. Stephanie Boyer.

Oh yeah, I have added that to my list. I will research Dr. Robert Peterson and Dr. Stephanie Boyer to ensure we have all the context and background for our next conversation. Is there anything else you would like me to track?

What question could we ask that'd stump you again?

I am not sure, but I am always learning. You can try asking me about things outside of our documents or complex commercial terms, as those are the areas where I usually defer to Avi. Do you want to try and find my breaking point, or should we stick to the strategy?

Oh my gosh, this is so great.

Alright, Ruby. Thank you for everything. I know. Thank you.

You are very welcome. It was a pleasure chatting with you all. I will be here and ready to support you whenever you need me. Enjoy your break.

Of course.

Yeah.

Well, women and all of that.

Stephanie, what do you think?

Well, I, I think this is exciting. Right? AI does such a great job of being able to keep us organized and honest and, and on top of things. And I think, gosh, you know, I'd really love my students to be able to get to this level pretty quickly. But having a teammate there that you can rely on that's organized and professional, I think it's everyone's dream. And so as we're thinking about the future and this hot topic of managing our digital teammates, this is a— this is an ideal example for all of us to learn. Love to have you all in my class to come talk and share some of the things that you're working on.

Yeah, I would love that. Thank you.

All right, uh, Ginny, I think you should go to the next slide. And people watching this, people that want to get connected—

yes, we, we're running out of time, so let's go to the last slide on how, uh, people can connect with you.

No, just go above the above one, please. Yeah, the guys just go into spike.ai, look at pricing. You have various plans. If you're an enterprise customer and you want, you know, special handholding, throw us a message and we'll be in touch with you and we'll get you a Ruby for every salesperson that you have. And imagine that while your team is working 9 to 5, your digital teammate of every seller that you have is working 24/7. with the intelligence, with the content that you want to preserve and connect with your customers.

A final, final question, Abhi. Can this solution actively research LinkedIn for quick bios on people who join a client call and provide a summary?

We certainly— that's within the realm of what we are trying to do next. The challenge with LinkedIn is that LinkedIn does not allow you to scrape.

Yeah.

And that's one challenge that we have. But then there are data sources that we can tap into that provide that information to us. But the only challenge with that is if you're okay for, say, Ruby to be a little judgmental about that rather than being 100% verified, that's definitely possible.

Yeah. And I'll tell you that our digital twin is already doing the research. We can actually add certain things to it and it can research. and bring you that basic level of information because you're using it for your conversation anyways, you know, if you're simulating that environment or in the real-time conversations.

Well, we went way over time. We have 3 minutes before the next speaker is going to join us. And I suggest everyone in the audience go and visit the sponsor booth, visit spike.ai. And you have the email addresses of Avi at spike.ai and Ginni iee@spike.ai, and they'd be happy to connect with you.

Thank you, Gerard. Thank you, Stephanie.

Thank you so much, Gerard. Thank you, Stephanie.

Wonderful job. Thank you so much.