Stop Salesforcing It: How Real-Time AI Drives Consistency at Scale

Beautiful. And once again I know it's, it's not, the nature of this conversation is not, you know, interactive. But feel free people on the in whatever you are. First of all, thank you for coming here and taking the time out of your busy day today. Please feel free to ask questions. Let's make it the most interactive we can out of the day. So as I said, I'm the co founder and CEO of Winai and the session today won't be, it will be about sales but it will be also about one of the most frustrating things that happens is why the hell don't my reps listen to me? And I think that all of us can, I believe most of you can, you know, feel empathy about, you know, seeing your reps, seeing your team not prepared for meetings, doing bad discovery, going back when you know the conversation is done, the CRM is not filled, not doing the follow up meetings, the follow up emails, sorry. And I think that those are the nobody listens to me moments. All right, so you know, like you're grabbing your head and it was like what the hell is going here? What's going on here? And those moments really drove me. And by the way, that's not only happens about sales when you're a leader, that happens a lot. So the initial question was how to fix it. Okay, now I want to take you into the future that's know Mark that you probably know. So this, that's me and Mark and I want to take you five years into the future before we're going to speak about, you know, how do we solve this problem. And you know, I think in, in this era of AI it's very hard to predict how the future going to look like. But I want, I want to share with you like three main assumptions. How we believe 2030 going to look like. So basically we believe that every professional interaction will be augmented with real time AI. And when I say every professional interaction I'm picking the words mindfully because we believe it won't be only sales and we believe that augmentation of AI going to be very different from what we used to today. So this experience of us going to ChatGPT, typing, getting the answer, that's just a stepping stone. The experience of AI and how it's going to look, it's going to be augmentation, it's going to live next to us, will live on the workflow and help us to maximize our capabilities. So that's our first assumption. The second assumption is that the generic playbook, whether it's Sales, customer success, collection, whatever it is going to die. One size fit all was a limitation of the past because that was the best we can do. Personalization will be the key in the world of AI and LLMs. And the third one is that AI is your system of record and the active layer. So all of us know it's different system of records of course, you know Salesforce, but also EMRs, ATS in different verticals. ERP in the world of AI this whole perception going to be changed and in this reality of those, you know, fitting these three assumptions, sales team going to execute consistently now. So how do we get from 2025 with those, you know, frustration moment, nobody listens to me moment into the vision of how 2030 which I think all of you can relate to, hopefully you can relate to. How do we get there? So let's speak about the elephant in the room. Let's speak about why the current situation looks like it today. Okay, let's start from the beginning. You have a small team, you're the sales leader and you know, you have weekly meetings, you have a deal review, you know, everything that happens whatsoever. You have a playbook, usually very, you know, basic procedure you want them to follow. Easy peasy, all good. But what happens when you turn the team of 5 into 15? You have another layer, you have the team leads, you have a training, you have rev ups, you have enablement complexity starting to emerge. And when that emerge, another thing is fading out is the ability of the leader to influence what happening on the actual call. What happened actually in the field 15 still? Okay, what happens when we are in 1500 and the complexity and the level of separation makes a huge frustration for a big organization. I, you know CRO say hey guys, I can be in any sales call. Once again it's very relevant to sales but that's a general thing. Like that's happened in any for every C level. Of course the one who are also a customer facing that happens even more. So once again, complexity, level of separation, it's becoming a very big problem. So how do you create this kind of consistency? So what we try to do is to write ourselves playbook. We try to do weekly meetings, we try to do mandatory fields and we try to do more and more training. Now I don't know if those things that you tried in the past, feel free to write it in the chat or write what you tried in the past but I think that we can all agree that none of them works. Forcing, you know, forcing it doesn't work. Making, you know, Making people do things in, you know, out of enforcement, you know, that's probably won't let you to get to this vision of, you know, a really effective and consistent sales team. I want to give you one example. For example, you know, mandatory fields. So mandatory field create the illusion that people actually feel in the CRM. But when you dive in to the product like so to the results or like to the record itself, what you see usually is the number one competitor that was most relevant in most of the conversation is competitor number one in the pick list. Just because it was number one, you have dots or I don't know, commas on separate on different fields. Why? Because people don't want to fill it and just need to get into close the deal. So they just put something out of necessity. So systems today add more work, systems that disrupt the workflow and systems that aren't focused on the actual cells are destructive and based on the fact that they force you to do something which is unnatural and sorry, Mark, army of robots that coming from agent force won't solve the problem. Adding more platforms, adding more layers on top of what is broken from the, you know, from the origin won't fix it. But we are here in a very optimistic session. I'm not only here for to give you the bad news, so let's think about it. So I didn't mention it in the beginning. I learned philosophy in the Hebrew University. It was a decade ago. And I love to think about things from philosophical point of view. And then when you speak about, you know, people don't follow the playbook, people are not consistent. It took me to a different world. Let's take the easiest playbook on earth. One pill once a day, okay. And that's not about, you know, hitting the quota. It's not about crashing your numbers, it's not about cells. It's not, it's. It's about your health, about our health. And how many people are able to be consistent with taking one pill, which is very straightforward once a day, it's super hard. There are startups built to solve this problem. So if you think about it from a philosophical point of view, the problem is the human nature. And the problem of the human nature is that people have inherit inability to follow instruction and you know, consistently and over time. That's super hard. And once again, I'm not even talking about cells, I'm talking about our health. So if you think about it from this philosophical point of view, can we create a playbook that people actually follow? I hope you like the Memes. Okay, so we truly believe, and of course being here from Winai, I believe so. And if we look at how things evolved in the last two decades, so we started with Salesforce, which was the, you know, the system of record, whether it's Salesforce, HubSpot, whatever it is. Virtual selling became a big thing, you know, mainly about during COVID and you know, the, the transformation to virtual selling. And of course on top of that became a trend revenue intelligence platforms like Gong and others. And we believe that, you know, sells the agent for the next phase. But the future is the real time AI. And the main reason why we believe that the only effective way to change how people behave is real time is coming from other examples. Let's take a look about three common examples that all of you probably know. So a couple of years ago, I think like 20 years ago there was a revolution and this revolution came to all of us on our cell phone. And we can call it Waze, Google Maps, whatever it is. But what Waze did to the world of navigation is a whole revolution because they took what used to be retrospective analysis and preparation. You know, I need to get from A to B and, and edit a layer of real time guidance. Here is the best way to do it. Hey, you have a traffic jam here, you should turn right, you should turn left. Real time guidance really change how we go from A to B. But not only this a common problem that really changed our whole life, but also tools like Grammarly and GitHub Copilot that guides us where we write the email, where we write the code, really change effectively how we do things. So once again the idea is give real time guidance on the spot, very fast and where we are and this is where we come into action. And we believe that selling and go to market is not different from those examples. And I want to tell you what is vibe selling and what we perceive as vibe selling and what one funny thing about that. So that's a terminology we set a couple of months ago and we sit more and more. We actually saw Amazon starting to use vibe selling. So we are very proud about that. You know, setting terms is definitely, you know, showing that you're on the right direction. So what is vibe selling or what the. What the hell is vibe selling? So we look at five different components for what is vibe selling. The first one is efficiency, updating the CRM, meeting, preparation, sending follow up email. This is even, you know, it's happening five minutes before the call, during the call and five minutes after the call. This is what we define as real time and it's a multiplier of efficiency. Sorry, it's like turning you to a superhuman. Second is what happens during the conversation about the process, about the methodology, about the procedure, about the checklist, whatever you want to call it, we as leaders, we understand this, you know, this set of rules, processes, whatever you want to call it that we want our reps to follow. And whether it's on discovery, demo, negotiation, ebr, qbr, this is the process we want the people to follow. So what we do is basically just to put it on the right side of the screen. Hey guys, this is what you need to follow on this conversation. And in real time. You're not only showing it on the right side of the screen, you also guide them during the conversation. Hey, that was covered. That was covered. That was not covered well enough. Go back to that. Also in real time, we are getting tons of questions, questions about competition, questions about security, questions about tons of questions as salespeople, as CSMs, as reps. How many times do we hear our customer reps, you know, making mistakes, saying, hey, I will check and get back to you and don't do it. Think about situation when next to each one of your reps sitting, the best solution engineer who knows to answer every question about the product, the best product marketing or the best sales enablement person that sit next to them and help them with objection handling or helps them with, you know, questions about competition. So this is where we're heading and of course live coaching how to have the best, how to close the conversation, the best, how to have the best discovery and objection handling as I mentioned, and this is on the rep level, but everything should flow and you know, directly to the manager, whether it's the frontline manager and what they need to get from those calls in real time and you know, to C level, VP level and so on. So we. Any questions so far? Sorry, I heard something on. All good.

Oh, fantastic. Eldad.

Cool. Amazing.

I want to jump in.

Go ahead.

Because I like to understand the sales manager's role. So you're vibe selling for salespeople, but you've also vibe managing for the manager. How does that look for the manager? When a salesperson is in the middle of a call, can they jump in?

So that's a very fair question, a very interesting one. It really depends how the company wants to utilize it. Once again, our perception of what is real time is also five minutes before the call, during the call, and five minutes after the call. So it can be anywhere around this. Okay.

We have a question. We also have a question from the audience. So if I'm understanding this, this is like having your coach in an earpiece listening and helps you answer sell during the conversation.

Spot on. Spot on. And it's like having your best reps sitting next to each one of your reps and helping them to be the best they can do in real time. Not retrospective, not postmortem, not after the deal is dead when it happens.

And thank you, Tara Gamble. Great question. It feels like we're really watching the Star Trek that some of us grew up with.

Hold on. This is the future. Yes. Yes. This is how our future not only in cells. I personally believe this is how all of our future going to look like in five, ten years from now.

Gerhard. I don't know. It's already time to go to a networking break and. And again we could have a three hour conversation just on this topic with you, Eldad. And not to mention the impact conversation we had at the beginning of the conversation which is incredible what you and your wife are doing.

Thank you. Thank you. And I know actually I had tons of more slides and but it was so fun. I want to say guys, if you want to make impact about what is happening, you should do on spot on the call now retrospective is not good enough. So this is the last note for me for tonight.

So you offer a pro plan per seat is only 69.

Yes. Yeah. Super cheap.

Amazing.

Affordable. Affordable, not cheap. Yeah.

Also it eliminates the problem of a salesperson either getting stuck on a call or taking the wrong track. Because AI is going to be the mindset GPS for this person to go in the right direction and stay in sync with the customer.

Yes. And win every call.

And the sales leader gets visibility and has greater insight when it comes to making a decision who is going to get promoted to sales manager next or who needs to be reassigned to customer success instead of being in sales.

I'm with you. As I said, AI going to be around us in many different aspects. Not only sales, but also hr peep firing people, hiring people all across.

The power of having what we need when we actually need it is.

It's.

It's everything. It's so amazing. Anyway, lots for conversations in the networking break and then we start out again. But we need to make sure you visit Eldad at the Wynn booth. I. I'm, I'm. I was just there, went over to the chat. I'll go back again. But thank you so much, Eldad.

Thank you so much. It was a pleasure visit.

Win AI and book your free demo.

Yeah, of course. Thank you, guys.