Planting Keywords in Call Recordings
This is a simple tip borrowed from video editing that can be applied to dramatically reduce the time for sales reps and managers to efficiently review call recordings. When making movies, Hollywood uses a black and white slate marker to put a visual and audio ‘bookmark’ at the beginning of shooting a new scene. In post-production editors can look for a spike in the audio and then look at the writing on the slate to determine what the footage is. This saves the editor a huge amount of time having to watch the take of every scene to figure out what scene it is.
We’ve starting doing the same thing with keyword planting on sales calls. Because ExecVision can identify keywords in call recordings, savvy salespeople intentionally use words like ‘problem’ ‘challenge’ ‘opportunity’ and ‘priority’ at certain times in a sales call to bookmark a part of the conversation. This saves sales reps, managers, and VPs a huge amount of time later. Rather than listening to the entire call, they can jump right to the part of the call where that keyword was spoken. For example let’s say you are coaching your sales rep on doing better discovery up front – asking questions, actively listening, and asking follow up questions. By teaching your sales rep to plant certain keywords in the natural flow of the conversation, it makes after-action review incredibly fast and easy. You can get right to the meat of the conversation without having to guess. Just like Hollywood movie editors.
This is one I recently did. Notice the cluster of the word ‘problem’ indicating a lot of back and forth with the buyer about their biggest problem. This took me 5 minutes to review and annotate because I intentionally embedded keywords in the conversation. Work smarter, not harder…just like people who edit thousands of hours of footage when making movies.
