"The buyer gets the question answered. The seller doesn't have to go run around and add two weeks onto the sales cycle. So, you know, this is the kind of stuff I was imagining back in 2015, 2016, 2017"

From Episode 9: Enabling the Thoroughly Modern Sales Professional with Outreach’s Mary Shea

Clip Transcript:

So what type of business outcomes when you say that I get all excited, but but what exactly? What does that mean? What are we seeing happen?

Yeah, so I think a couple of things. So at Outreach, we will be launching at our big event in early may, Kaia, which is a knowledge assistant that works directly with sellers, it supports them, anyone actually on the revenue team to provide them with real time information based on buyer prompts. So what Kaia can do with the artificial intelligence is to essentially help companies shorten and reduce the ramp time to new reps, allow them to really give reps bigger territories, whether that's more products to cover or a wider range territory, and it can help less tenured reps be really effective right out of the gate.

So those are things that some of the top KPIs that sales leaders like to measure, which is tied to productivity, the ability to compress life goals, the ability to deliver better buyer experiences, higher NPSs. So what Kaia does is actually use natural language processing to follow what the buyer is saying, take some of the sentiment from the buyer in real time and a real time capacity puts up visualizations for sellers on their remote screen or also eventually in their phone calls to respond to the questions in the prompts that the buyers made.

So this delivers a better experience for buyers in addition to compressive cycles, because usually, you know, if there was a detailed product question that I didn't know as a seller, I'd have to say, well, thanks for asking, Tom. I've taken some good notes here. I'm going to go back with my product marketing team and I'll get back to you. Well, that adds like another two weeks onto the cycle now with Kaia, the baseball card type of information will prompt the seller immediately and they can address the question right away.

The buyer gets the question answered. The seller doesn't have to go run around and add two weeks onto the sales cycle. So, you know, this is the kind of stuff I was imagining back in 2015, 2016, 2017. And it's really exciting to be at the cutting edge of this at Outreach where we're seeing it come to fruition for our clients.