Faster Deal Closure with Actionable High-Value Notifications

Sales teams today face the critical challenge of navigating through a clutter of isolated notifications, including deal alerts, forecast updates, and meeting reminders. The core issue lies in the need for unified revenue notifications that blend insights from deal data with the nuances of conversation intelligence. 

Moreover, action items identified during sales conversations are considered but are missing out on revenue signals. This disconnect hampers sales processes' efficiency and leads to missed opportunities due to delayed actions. 

Addressing these challenges requires a comprehensive solution that consolidates notifications for a holistic view of revenue-driving activities and ensures that actionable conversation insights are captured and executed promptly, keeping the sales pipeline active and aligned with strategic goals.

Aviso's High-Value Notifications

The strategic use of comprehensive customer data has become a cornerstone for smart selling. This data-driven approach allows sales teams to tailor their strategies precisely, offering personalized solutions that resonate with individual customer needs and preferences. 

By leveraging insights from every customer interaction, purchase history, and engagement metric, sales professionals can predict buying behaviors, identify upselling and cross-selling opportunities, and proactively address potential churn risks. 

Aviso's High-Value Notifications are designed to present AI-recommended actionable next steps to sales reps to ensure more data-driven and faster deal closure. By combining the conversation insights captured by Aviso's Conversation Intelligence and revenue signals from deal data, sales teams can maximize the benefit from the available customer data to the last byte.

The benefits are apparent:

• Prioritize actions precisely to focus on what drives revenue: Alerts guide teams to concentrate on advanced-stage deals ready for final discussions and opportunities to expand business within existing accounts. By directing attention to these critical areas, sales teams can strategically allocate their efforts to maximize revenue outcomes.
• Catch and correct course for deals at risk early: Early warnings about deals that might not close and accounts that could churn enable proactive engagement. This capability allows for timely interventions, ensuring that potential issues are addressed before they result in lost sales or customers, safeguarding revenue.
• Inform sales strategy with insights from every interaction: Insights into the competitive landscape allow sales strategies to be adjusted in real time. Utilizing AI to analyze interactions provides a foundation for making informed decisions responding to market dynamics, ensuring that sales efforts are effective and strategically aligned.

Let's delve into how Aviso's end-to-end revenue platform leverages Conversation Intelligence and revenue signals to navigate common sales challenges, providing sales reps with actionable notifications and precise calls to action.

1. Tracking Pricing Discussions

Challenge: Understanding when pricing discussions align with the close date of the deal is vital. Engaging in pricing talks either too early or too late can result in lost opportunities or less advantageous terms. The key is to align pricing conversations with the account's readiness to finalize the deal.

By monitoring key conversation elements, including sentiment and specific keywords related to pricing in multiple sales calls with Voipa, and correlating these with CRM data about the deal's closeness to the closing stage, Aviso not only pinpoints the optimal timing to discuss pricing but also tracks the sentiment of the decision-maker. An alert can be issued if there is a notable drop in the decision-makers sentiment. This proactive sentiment tracking is crucial for adjusting strategies effectively and maximizing the sales rep's leverage in the closing phase of the negotiation.

2. Detecting Competitive Influence

Challenge: Unaddressed mentions of competitors during sales discussions can blindside sales strategies, leading to lost opportunities.

Aviso picks up on the repeated mentions of a competitor's name in the latest calls with Voipa. Integrating this insight with sales stage progression data from the CRM, which shows unexpected stalls, identifies a direct competitive threat, prompting a strategic review.

3. Prioritizing Opportunities

Challenge: Sales reps often need help prioritizing leads and opportunities effectively, leading to misallocating resources and missed targets.

Aviso analyzes recent sales call sentiments where the lead expressed urgent needs alongside an uptick in engagement metrics from email and website interactions. Combining these with CRM data showing a high potential deal value, Aviso flags this lead as a high priority.

4. Updating Sales Strategy

Challenge: Sales strategies may become outdated as market conditions shift, but sales teams only sometimes identify these changes quickly.

Aviso's keyword tracker functionality keenly observes and identifies any shifts in conversation patterns during sales calls, such as a client's interest in a specific product. It then cross-references this data with increased mentions in other communications and on social media and a rise in related product inquiries. When a change in pattern is detected, indicating an emerging trend, Aviso sends a notification suggesting a strategic sales revision to adapt to the new market dynamics.

5. Addressing Sales Team Performance

Challenge: Identifying underperformance or coaching opportunities within the sales team can be challenging without concrete data.

By evaluating sales call outcomes, buyer interest, and adherence to best practices, Aviso notes a decline in a sales rep's performance metrics over the quarter. This insight prompts a targeted coaching opportunity to address and reverse the downward trend.

6. Leveraging Customer Feedback

Challenge: Valuable customer feedback on products or services is often mentioned during sales calls but needs to be systematically captured for product development or service improvement.

Aviso identifies the sentiment associated with specific product feature requests mentioned in sales calls. By integrating this insight with customer support tickets and forum requests, Aviso pinpoints significant trends in feedback for product development to consider.

7. Managing Contract Renewals

Challenge: Proactively managing contract renewals, especially identifying accounts at risk of churn or those likely to renew, is critical for maintaining a healthy revenue stream.

Through analyzing call sentiment analysis indicating decreased satisfaction, combined with usage data from the product team showing reduced activity, Aviso identifies an account at risk of not renewing. This comprehensive view enables proactive engagement to address concerns and encourage renewal.

8. Navigating Procurement Processes

Challenge: Sales teams often face delays and challenges due to the complexities of a client's procurement process, including internal approvals that take longer than expected. These delays can hinder deal closures as teams struggle to meet requirements or navigate bureaucratic hurdles.

This alert is generated when Aviso detects delays in internal approval processes through continuous monitoring of the deal's progress within CRM systems. The analysis reveals that while Voipa's team discusses upcoming procurement steps and specific requirements, internal approvals on the sales side are not keeping pace. The Notification from Aviso aims to highlight these delays to the sales team, prompting them to expedite internal approval processes and effectively prepare to meet Voipa's procurement requirements.

Aviso's Conversation Intelligence

Aviso Conversation Intelligence (CI) leverages advanced machine learning and natural language processing technologies to enhance organizations' sales interactions and operational efficiency. It provides detailed analytics on sales conversations, offering insights into buyer intent, sentiment analysis, and emotion detection. These capabilities enable sales teams to understand customer needs better and tailor their approaches accordingly, improving engagement and conversion rates.

One of the key features of Aviso CI is its actionable dashboard, which serves as a central hub for accessing conversation insights. The dashboard provides a comprehensive view of account, deal, and recording-level insights, including buyer and seller scores, coaching opportunities, and high-value notifications. This single-pane-of-glass approach allows sales teams to efficiently monitor and analyze the performance of their sales conversations, identifying areas for improvement and driving strategic decisions.

Moreover, Aviso CI distinguishes itself with real-time coaching during calls, smart transcripts, and automated CRM integration, enhancing sales productivity and effectiveness. Its support for multilingual models further extends its applicability across global sales teams. By providing actionable insights and facilitating a more informed sales process, Aviso CI enables organizations to optimize their sales strategies and achieve better outcomes in their customer interactions.

Conclusion

Aviso's High-Value Notifications bridge the gap between personal buyer connections and data-driven sales strategies. They provide timely insights on deal risks, negotiation timings, renewal alerts, competitive threats, and cross-selling opportunities. Together with the Conversation Intelligence Dashboard, these solutions empower sales teams to prioritize effectively, make informed decisions, and maintain the essential human touch. This approach ensures sales strategies are smart and customer-centric, helping sales professionals promptly act upon deal alerts for better revenue impact.

Interested in empowering your sales team with actionable Conversation Intelligence? Book a demo today.