Drive High-Impact Enablement with AI Assistants—Do More with Less

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My name is Eli Cohen and I'm the CEO of Saleshood and just excited to be here. And we founded saleshood almost, almost 12 years ago. Our mission from day one has always been to empower sales teams to be the best they can be. And guess what? With AI and Gen, that task is now even easier. But the expectations are higher right now we can expect with AI, with AI assistance to see execution dramatically improve faster, effectiveness dramatically improve faster and efficiency also. So we're going to see the growth and we're going to see the cost savings and those are some of the things I'm going to talk with you about. Those of you that don't know me and haven't collaborated with me in the past, you know I, I worked at Salesforce for many years before we founded Sales and I also worked at Oracle and so passionate about sales enablement, passionate about sales execution and B2B sales and really having lived through the hyper growth years of Salesforce and really brought the revenue enablement market to, brought it to where it is today, really excited. And so for those of you that don't know Saleshood, we're a purpose built revenue enablement platform. We're all about driving repeatable revenue growth. We're the proven way for repeatable revenue growth. And we're an AI driven revenue enablement platform delivering value around training and coaching and selling. And I'm going to show you a whole bunch of great, great, great examples today. Let me get into my slides because we really have a great show, right? And have some great information to share. So today we're going to talk about driving high impact enablement with AI assistance and how you can do more with less. And so I gotta start with, you know, kind of a, just like a. Where do we come from? You know, many of us have been selling for a while. You know, I've, I've got the gray hair. And now with Gen AI, we're in a world where we can reignite this, this amazing coaching experience. And so selling is the same, right? Selling also has shifted. There's been an old way to a new way of selling. Old way of selling, manual static content, inconsistent selling. Selling has been gut driven forever. And, and we've had limited pipeline visibility, right? That's where we've been for the last two, three decades. Guess what? With AI now we're seeing sales moving into a world of efficiency and speed. Everything is ramping faster. With AI, everything is adaptive, right? So think about adaptive content for our buyers. Think about adaptive coaching for our teams. Just like my dad would coach me on the fly when things were happening. Now AI there with you every step of the way. Love it. Execution is repeatable. Execution is also data driven and I love this. AI is giving us buyer engagement insights like we've never had before. So I think it's important to understand where we've come from in sales and where sales is and where it's going. It's not just me talking about it. Also McKinsey, right. We're looking at 40% increases companies are seeing in productivity when they're embracing, embracing AI. And so AI is transforming how we sell. It's changing sales. And 60% of B2B sellers, 60% of their work will be executed through conversational gen AI. And what does that mean? It means that they're going to be able to interact with a system, ask it questions, get answers, get feedback in real time. And I have some examples for you. And so listen, we're all about effectiveness, execution and efficiency, right? We want to deliver high impact enablement, but we want to do more with less. And so, you know, Gerhardt asked me to share, you know, some real life use cases, right? Let's talk about how AI is helping us be more effective, be more, more more efficient and execute flawlessly. Right? And so here are some use cases and I love them, right? We've been busy at Saleshood working on these and so I'm providing you today what we've been working on for the last two or three years. And these are not science projects, these are delivering value, these are delivering impacts. And I'm going to share with you some success stories. So AI answers, right? Salespeople are able to ask questions, buyers are able to ask questions and ultimately improving their effectiveness. AI roleplay, right? You now can have a conversation, right? Remember, conversational user experience is where gen is going. That's the AI assistant that we need, right? So, so role playing is a very, very top, top, top use case that many, many of our customers are really leaning into as value. And I'll explain why in a few AI deal reviews, right? We talked about execution. All of a sudden the deal review process is much more effective and much more efficient, less administratively burdensome and we can now do more deal reviews with less resources. AI call recaps right now the idea that a call finishes, call is transcribed, a lot of people do that, content is recommended. Some people do that, you know, and content is then shared with, with, with buyers. Less people do that. And the idea that you can automatically create a mutual action plan with next Steps. And, and that's all dynamically done in like two seconds. Like, that's where we are, folks. This is the world of selling today. And this is how AI and AI assistants are helping us get there. And efficiency salespeople, they're writing content faster, marketers are creating content faster, and then AI is helping us audit so we know what's working, what's not working, and we can make changes. So these are some of the top AI use cases today that our customers are using to improve effectiveness, execution, and efficiency. And if you have questions or you want to see them or do demos, my team is here in the chat and we'd be more than happy to kind of offline more personalized demos. And, and you're all welcome, you're all welcome to start running trials with this as well. So let's talk about impact, because I think it's really important, right? This isn't just AI for the sake of AI. This is a big, mega, mega trend, right? It's as big as the Internet, if not bigger. When we think about AI and we think about the impact it's having, we think about it in two buckets. There's revenue growth and then there's cost savings and efficiency, right? So customers, companies today that are leaning into AI are seeing win rates increase, are seeing deals accelerate, are seeing sales cycle shorten. Like this is fact. And I got some examples to show you. And from a cost savings, efficiency, here's what's going on. Managers are saving time. They are, they are. They're doing less of the administrative coaching and doing more strategic, developmental coaching, right? You'll see what I mean in a minute. Content is now optimized for publishing, right? Which is amazing. And so now we can create less content because we can optimize what we need. And so, you know, we can reduce the amount of resources required to build all the playbooks and the battle cards, right? This is real. And sellers, sellers are spending less time searching, less time writing, more time selling, more time thinking, right? So as you're thinking about building a business case for AI and you're thinking to bring it to your organization, you got to be thinking about what use cases are going to, you're going to leverage. And really it should be driven by, on what impacts you're looking to drive with your business, whether you're looking at some of the growth levers or whether you're looking at some of the efficiency levers. So this is an interesting model. We love to work with you. You need help to build the case, you need help with some industry real life benchmark data. We'd be more than happy, more than happy to share them with you. And we also have a bunch of customers that you can speak to, bunch of companies that are seeing dramatic lifts in win rates, dramatic lifts in asp, dramatic lifts in, in coaching efficiency and rep efficiency. Right. Smart recruiters doubling their win rates. They're using kind of AI with digital sales rooms, AI call recaps, AI answers and really, really changing the game in their market. Capado is the same. Their top reps, their teams are seeing a 57% improvement in win rates. Same scenario. Right. They're using AI roleplay to be better, to be conversationally ready. They're using digital sales rooms and AI on, on to drive better execution. And the stories continue. Right. The efficiency ones are really interesting as well. Right. Where we start talking about, you know, when you have an AI roleplay at, at, at, at Palo Alto or you've got like a front line also. And what you're seeing is this, managers are saving anywhere from 20 to 30 hours a month because they're not doing the regular, you know, kind of administratively burdensome tasks. AI is taken over and the AI roleplay has taken over. So these are some examples. Some of these companies, you know, we'd love to make some intros and really help you realize some of the same benefits. And so I want to go a little deeper into some of these. So here's an AI roleplay again, this is one of the top AI assistants out there right now. Our customers are loving it. Craig Jones is loving it as well and spoke to him last week and, and he shared, he said, you know, since we rolled out the AI roleplay like they rolled it out, they've always been doing AI with sales. But they rolled out the AI roleplay around their kickoff last month and they have seen already an additional 7 to 10% lift in win rates from the previous quarter because of AI roleplay. Kudos to them. And they're really getting their teams to be conversationally ready. They're boosting skill, confidence, but more importantly, consistent real time coaching feedback to their teams. And this is how they're driving effectiveness and efficiency with coaching. Amazing. Great use case. And I love the broader story that he's telling. You know, sales AI roleplay is changing the script on seller prospecting, how the AI creates real lifelike conversations, allowing sales reps to think on their feet, angling new position, new positioning strategies and creating learning actions to follow up on like in real time. Right. This is adaptive, this is personalized, right? You have an AI now that's going to deliver to you the coaching and the reinforcement and the training that your teams need in real time without having to do the administration of scheduling and all that crazy stuff that you know, you know, it never really happens. So I love the role play. Super grateful to Star Compliance and Craig Jones for the partnership. Do another one. AI answers huge problem in sales. Salespeople need content. They need decks. They need to figure out what assets they can use when. Right? Guess what? AI does. It streamlines that process. Salespeople now don't have to search. They can ask questions. Content is served up to them. Content can also be served up after their calls. The system is reading the calls and it's pretty amazing. It's pretty amazing how all this is really driving value to the organization. Another use case, AI call recaps. Check this one out. Calls finish and you can now get the call transcribed. You can get very specific actions and next steps that are documented. And there's a digital sales room right there. This is dramatically improving the efficiency of the sales process. This AI assistant is, is just incredible. Reps love it. And you know, you can see there it's driving impact. 2x win rates, 4x deal sizes. This is incredible, right? We're trying to show you what's possible now with AI assistance, right? Not talking theory. This is real, right? We've shown you a number of these AIs and I love this one. Here's a quote from a salesperson. AI has been a game changer in streamlining our process, saving time, enhancing efficiency and making client collaboration seamless.

Right?

Because AI is summarizing assets and summarizing those assets for their buyers and doing that in record breaking millisecond time, making taxi more efficient, building better relationships. Like this is where we are in sales right now. It's absolutely incredible. And I love how there's an AI content writer now for every salesperson, for every marketer that's available. And so listen, there's a new way of selling, right? And are you ready? You know, Gartner just came out with a report this week, the market guide for digital sales rooms. 40% of digital sales rooms will include digital assistants using gen AI to answer buyer questions. Like we're here, right? Even though they're saying 27, the tech is there now and so are you as a leader, are you going to lean into AI and use it as a competitive advantage or are you going to wait and be outsold by your competition? That's what I'D be thinking about. And when you're thinking about your AI strategy, you got to ask yourself, you know, what is the right AI for you? So here are five, five criteria, five pillars. I mean, five pillars that I want you to really internalize. Your AI needs to be just in time. Your AI needs to be adaptive in real time. Your AI needs to be able to provide frictionless seller experience. And the AI that your teams use also need to be focused in on buyer engagement and insights. And AI needs to be unified, a unified data model for scalable execution. Right at Saleshood, this is what we're all about. These are our unique differentiators. This is how we can help you bring AI to your business. And check this out. Our customers are seeing, across all of our customers, 230%, 31% growth in coaching and a 45% increase in efficiency. This is what we've seen in 2024. And we want to bring this same value to your organization. And so by 2030, 80% of sales leaders will consider AI a critical factor for competitive advantage. So this is the challenge to all of you. Are you going to lean into AI assistance? And if you are as you should, you know what's going to be those use cases that are going to, that you're going to focus on? What are the impacts that you want to drive? Do you want to focus on revenue growth? You want to focus on win rates? Do you want to focus on efficiency? Manager efficiency, rep efficiency? Be clear on where you're focusing on. And, and, and we're here to support you. Right? So my team and I are here to support you. You know, we can help you drive better efficiency, we can help you drive better effectiveness, and we can help you drive better execution. Our AI assistants are world class and we're just excited to bring them to you. And, and let me leave you with this final quote. You know, the Saleshood and our AI assistants make the job of sellers easier and more efficient while helping salespeople close more deals faster. Listen, my name's Eli Cohen, CEO of Saleshood and my team and I would love to work with each and every one of you to help you realize the benefits of doing more with less with high impact enablement with Saleshood's AI assistance. The future of selling is here and AI is powering it. Gerhart, thank you very much for having me here on the Sales 3.0 conference. This is so good. Oh my goodness. Eli and the chat. We've got some questions there for you. Oh, wow, great. You know what do you. What is your favorite LLM? That's one of the questions we have. My favorite LLM? Well, I'm going to tell you. It's sales. Right, well listen, listen. With sales, with AI assistance. Sorry, was that you or me? Sorry, I just, I heard me, I heard me talking. Okay, so the question. So saleshood is a revenue enablement platform. We have an LLM. And so our favorite LLM is our own. I'm sorry, I'm not sorry. But it's the one that is purpose built for go to market execution and sales execution. And you can see when I talk through all of those assistants and when I talk through all the use cases and when we shared with you kind of the impact stories, the thing that our AI does with RLM is it looks at your content, it looks at your training data, it looks at your CRM data. You know, it looks at. Thank you, Salesforce. And Benioff, he'll be speaking, you know, later with an interview, I think, I think. And it leverages conversational intelligence and it puts it all in one place. Right. And so the best LM is one that is private and then one that think of those pillars that I shared just in time. Adaptable, secure, one unified data model. Right? Because if you've got, if you're working with a number of different vendors and you've got a number of different systems and you're trying to stitch together different LLMs, no bueno. So that's why you need a partner that has one system, one unified data model across the entire go to market execution.

Eli, you shared a success story earlier where a company that used.

The AI role play in their company and there saw increases in sales. So what is the standard practice? How many times do salespeople need to rehearse pitches before they become really proficient?

Oh wow. Okay. So the. We've been doing pitch practice in the system for a long time and you know, back to even my Salesforce days, you know, Benioff would require that every salesperson practice their pitch and get certified by people in real time and like in person. And that was the inspiration for Saleshood. And so over the years we've seen salespeople will practice their pitches between, you know, five and eight times is the amount of times they'll go through it now with. And, and they'll do it and then. And. But they, they're kind of waiting for feedback right now with the AI because the feedback is real time and because it's adaptive, you know, we're seeing them actually practice it 10 to 12 times. And so when we talk about alignment and we talk about speed to readiness and we talk about all these great benefits like the AI roleplay is compressing the amount of time it takes someone to ramp and it takes someone to be more conversationally ready when they get on those calls. So it's. The data is wild, right? Look at that stat. I shared a 45% improvement in efficiency and let me explain what that means. And a 231% increase in coaching. What that means is I'm going to drill down because your question is a great one. In 2024, our customer base saw a 45% decline in enablement headcount. So that's 40. So think of the dollars saved. And one would have thought less training, right? Less coaching. The opposite happened. They saw a, so half the number of people and a 4 and you know, 231% 2x increase. So there is 231% more AI coaching interactions that happen with AI year over year. And so that, and we're just getting started. Gerhard and Stephanie. We're just getting started.

So doesn't that sort of fuel the anxiety of people in the workplace that AI may take their job?

I think, you know, when I look at what we're doing is we listen. If you're in a go to market function and you haven't figured out how to use AI to be more effective in your position, then yeah, you know what.

There'S going to be a problem for you in the future, right? You need to be agile. Agile, but, but you need to be using AI, right? Just like a salesperson think of those use cases, right? I need to be able to use AI to write content, to research my customers. I need to be able to use AI to get better at the pitch. If I'm a manager, I need to be able to use AI to scale developing my team. If I'm a marketer, I need to be able to use AI to create battle cards and create playbooks faster. Right? And so it becomes a differentiator for a company, for a sales team and for individuals as well. And so if you're not using AI and you're not, if you don't have your own list of AI assistants that are helping you every day, you're really missing an opportunity to be the best professional that you can be.

So also what you're saying is that AI is the ideal tool to retrain employees. Like Mark Benioff had what, 10,000 customer service reps that answered question live. And now that agents are answering the same questions. It's cheaper labor. They actually more effective because fewer cases get referred to live people. So then now he is planning to retrain those people that he doesn't need for sales function.

No, I love it. I think it's. And listen we had 15 minutes right? And if we had more time, you know I would have done a deeper AI roleplay, you know, kind of demonstration. I did it in the last conference and to see it in action where you can have whether it's a sales or a services person, someone in the go to market function be, be in a conversational way in a safe space yet very directed and sometimes challenging because you can draw, you can AI lets you go harder or softer on the questions and the objections. It lets people be better at their jobs faster and it's really incredible and I think we're really, really just at the beginning of seeing the benefits, the effectiveness benefits, the execution benefits and ultimately the efficiency benefits. I think I needs like one last piece. Gerhardt and Stephanie is tip right. If you're thinking about sales, you're thinking about your go to market and where to start with AI. You know, just be clear on the impact that you have and be clear on where in the sales funnel you want to start. Don't try and do it all. Don't try and implement all the assistance like pick a partner that you trust like sales. Pick, pick, pick a partner that you trust and then, and then collaborate on really delivering value to your team. Like those quotes I shared Gerhardt, they're real quotes from real people who are seeing real value. And that's what we want to bring to everyone in the Sales3 auto community and everyone here in the conference to realize those same benefits. This is why we do what we do right.