Revenue.io Case Studies Enterprise Fintech Company Boosts Sales Performance with Revenue.io's Conversation AI

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	Enterprise Fintech Company Boosts Sales Performance with Revenue.io's Conversation AI Revenue.io

Enterprise Fintech Company Boosts Sales Performance with Revenue.io's Conversation AI

Revenue.io

Technology Category	Analytics & Modeling - Real Time Analytics Functional Applications - Enterprise Resource Planning Systems (ERP)
Applicable Industries	Education Finance & Insurance
Applicable Functions	Sales & Marketing
Use Cases	Leasing Finance Automation Real-Time Location System (RTLS)
Services	Training
Challenge	The case study revolves around a Canadian Enterprise Fintech company that provides accounting software to businesses across various industries. The company faced a significant challenge in coaching its sales representatives effectively. While the managers had some insight into the outcomes of sales calls through dispositions, they lacked a comprehensive understanding of whether the representatives were effectively overcoming objections and handling discovery with partners. This lack of insight into the sales process was a major obstacle in improving the performance of the sales team, particularly those who were underperforming. Read More
About Customer	The customer in this case study is a Canadian Enterprise Fintech company. The company specializes in selling accounting software to businesses across a variety of industries. The company has a sales team, which includes representatives and managers, responsible for selling their accounting solutions to potential clients. The company was facing challenges in effectively coaching its sales representatives, particularly in overcoming objections and handling discovery with partners. The company sought a solution that would provide deeper insights into the sales process and improve the performance of its sales team. Read More
Solution	To address this challenge, the Fintech company implemented Conversation AI by Revenue.io. This tool helped managers identify actionable coaching opportunities. The focus was primarily on two aspects: handling objections within the first two minutes of a call and how representatives were conducting discovery with partners. Conversation AI provided insights into the most common objections representatives faced and how they handled them. This information could then be used to coach the entire team on effective objection handling. The tool also revealed which representatives were not adequately conducting discovery with payroll and accounting partners. With detailed turnkey metrics provided by Conversation AI, the Director of Operations could monitor which representatives and managers were utilizing the tool. Read More Log in to view content
Contents

Technology Category

Analytics & Modeling - Real Time Analytics

Functional Applications - Enterprise Resource Planning Systems (ERP)

Applicable Industries

Education

Finance & Insurance

Applicable Functions

Sales & Marketing

Use Cases

Leasing Finance Automation

Real-Time Location System (RTLS)

Services

Training

Challenge

The case study revolves around a Canadian Enterprise Fintech company that provides accounting software to businesses across various industries. The company faced a significant challenge in coaching its sales representatives effectively. While the managers had some insight into the outcomes of sales calls through dispositions, they lacked a comprehensive understanding of whether the representatives were effectively overcoming objections and handling discovery with partners. This lack of insight into the sales process was a major obstacle in improving the performance of the sales team, particularly those who were underperforming.

About Customer

The customer in this case study is a Canadian Enterprise Fintech company. The company specializes in selling accounting software to businesses across a variety of industries. The company has a sales team, which includes representatives and managers, responsible for selling their accounting solutions to potential clients. The company was facing challenges in effectively coaching its sales representatives, particularly in overcoming objections and handling discovery with partners. The company sought a solution that would provide deeper insights into the sales process and improve the performance of its sales team.

Solution

To address this challenge, the Fintech company implemented Conversation AI by Revenue.io. This tool helped managers identify actionable coaching opportunities. The focus was primarily on two aspects: handling objections within the first two minutes of a call and how representatives were conducting discovery with partners. Conversation AI provided insights into the most common objections representatives faced and how they handled them. This information could then be used to coach the entire team on effective objection handling. The tool also revealed which representatives were not adequately conducting discovery with payroll and accounting partners. With detailed turnkey metrics provided by Conversation AI, the Director of Operations could monitor which representatives and managers were utilizing the tool.

Impact #1	The implementation of Conversation AI by Revenue.io led to significant operational improvements for the Fintech company. The Director of Global Operations found a direct correlation between the engagement with Conversation AI and the performance of the team members. Those who were most engaged with the tool were performing the best. This insight led the company to take proactive measures to maximize the adoption of Conversation AI. They even initiated a contest to incentivize representatives to use the tool more, rewarding those who did the most listening and annotations. This proactive approach to leveraging Conversation AI has transformed previously underperforming representatives into top performers.

Impact #1

The implementation of Conversation AI by Revenue.io led to significant operational improvements for the Fintech company. The Director of Global Operations found a direct correlation between the engagement with Conversation AI and the performance of the team members. Those who were most engaged with the tool were performing the best. This insight led the company to take proactive measures to maximize the adoption of Conversation AI. They even initiated a contest to incentivize representatives to use the tool more, rewarding those who did the most listening and annotations. This proactive approach to leveraging Conversation AI has transformed previously underperforming representatives into top performers.

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Overview

Enterprise Fintech Company Boosts Sales Performance with Revenue.io's Conversation AI

Operational Impact