101 ExecVision Use Cases



Just like OxiClean, there are 101 ways that customers use ExecVision. We observed and we listened. We documented here for your benefit. How else can you leverage your conversation assets? Comment below.

Sales Executives

  1. New Sales VP assessing organization in first 100 days
  2. Recording and reviewing sales managers doing pipeline reviews
  3. Understand what’s being said on sales calls at scale
  4. Sharing ideas and real sales call examples with geographically distributed sales reps
  5. Aligning sales managers on what a good sales call looks like
  6. Guided coaching for managers; developing the skill of sales manager coaching
  7. Sales forecasting – listen to the last 3 minutes of the most recent call to know immediately if a deal is going to close or not
  8. Implementing a call evaluation scoring program
  9. Using select parts of highlighted sales calls at sales kickoff (SKO) meetings
  10. Using select parts of highlighted sales calls to illustrate points or settle debates at Board meetings
  11. Have reps review and annotate one of your call recordings to set the right tone for a culture of safe learning – putting yourself out there
  12. Exposing managers who don’t coach
  13. Win/loss reviews
  14. Remote reps who work from home – monitor, coach, and score their calls just like they are in the office

Sales Management

  1. Diagnosing problems in turnaround situation
  2. Onboarding – push the easy button by having new reps listen to the best calls of experienced reps and see annotations for why they are good
  3. CRM has no notes – pull up the calls with that account to get up to speed
  4. Reduce ramp time to productivity for new reps
  5. Do field monitoring and coaching without getting on a plane, train, or automobile
  6. Less down time doing side-by-sides
  7. Are reps using our messaging consistently?
  8. Are reps asking the right questions and listening?
  9. Are reps asking about other decision makers early enough in the sales process?
  10. Are reps interrupting?
  11. Are reps seizing opportunities to challenge the buyer’s status quo?
  12. Are reps doing our demo the right way?
  13. Are reps differentiating effectively?
  14. Are reps missing buying signals?
  15. Are reps missing opportunities to bring up other products?
  16. Are reps closing the call with concrete next steps?
  17. Best call of the month contest
  18. Closing deals that wouldn’t have closed
  19. Call calibrations
  20. Role play on the phone and review the ‘practice tape’ on ExecVision

Sales Reps

  1. Veteran sales reps getting out of a slump with self-diagnosis
  2. Listening to one of your own best calls to psych yourself up to start your day
  3. Eliminate filler words
  4. Am I setting agendas and upfront expectations correctly?
  5. Am I talking too much?
  6. Am I asking the right questions?
  7. Am I seizing opportunities to offer a different product?
  8. Am I hearing buying signals and responding correctly?
  9. Are my calls ending in concrete next steps or open ended?
  10. Focusing less on note taking in the moment and more on being present during the conversation with the buyer
  11. Reviewing calls later and commenting on the timeline of the call
  12. Annotating calls and sharing with prospects who share with other decision makers to build consensus faster
  13. Field reps sharing best practices with peers who work out of home offices
  14. Listening to the SDR/BDR/ADR/LDR call to hear how they set the initial meeting to better prepare than reading notes in the CRM alone
  15. Individual development – just like watching ‘game film’ in sports
  16. Sharing parts of sales calls with sales engineers / solution consultants to get them up to speed and make the case for the time of the sales engineer / solution consultant for the next sales call
  17. Sharing calls with customer success to get stories of similar customers and references
  18. Sharing annotated calls with customer success / account managers after you close a deal to get them up to speed

Sales Enablement / Learning & Development

  1. Skills mastery
  2. Knowledge transfer
  3. Certification – are reps using what they learned on real sales calls?
  4. Are managers reinforcing training curriculum?
  5. Using real calls, with annotations, in the company LMS
  6. Engaging Millennials
  7. Fresh, new approach for company learning – real examples are better than role playing mock scenarios
  8. Addressing the biggest objection from sales reps in the classroom, “Yes, but does this work in the real world?” Customer Success
  9. Do your customers feel heard? Listened to? Are their needs being met? Find out from their point of view.
  10. Better hand off from sales – CS reviews highlights in sales calls to hear the voice of the customer unfiltered and better get up to speed
  11. Not relying on poor / inaccurate notes in CRM
  12. One view of all conversations with an account
  13. Consistency in customer kick off calls, user training, quarterly check ins, and renewal calls
  14. Being more structured and process driven for higher quality implementations
  15. Best practices in handling technical implementation
  16. Spotting and cataloguing new methods for conducting customer calls
  17. Being proactive - brining up things that should be brought up
  18. Competitor mentions
  19. Sharing information, customer challenges, or game plans with other colleagues on the customer account team
  20. Sharing the voice of customer with the product team
  21. Missed opportunity for up-sell and cross-sell
  22. Saving customers that would have dropped and decreasing churn

Customer Support

  1. Ramping up new agents / specialists faster
  2. Lower time to resolution for support cases/tickets
  3. Improving customer satisfaction scores
  4. Decreased staffing to handle same call volume due to better call control
  5. Having a library of the best calls for different types of issue resolution
  6. Having a better pulse on what’s being said on the phone
  7. Decreasing the number of escalations needed as more issues are resolved on the first call
  8. Coaching Millennial agents / specialists who love to learn from real examples
  9. Improved Erlang formula results
  10. Sharing support calls back to account managers, sales or customer success to keep them in the loop

Marketing

  1. Is marketing messaging being used by sales reps?
  2. If yes, how is the market responding?
  3. Understand why leads from a particular marketing campaign aren’t converting into opportunities
  4. Hearing how AEs do discovery on first scheduled sales calls
  5. Hearing the ‘voice of the customer’ unfiltered
  6. What should our user conference theme be?
  7. What speakers will drive the most registrations at our field marketing events?
  8. Keeping a pulse on the market.
  9. Hearing how buyers react to our company compared with competitors.
  10. Creating a better customer experience by leveraging what’s being said to fill in the story beyond metrics
  11. Hearing customer pain points

Product

  1. Rolling out new products
  2. Asynchronous product training at scale
  3. Hearing customers want a feature

Channel

  1. Sharing info with partners
  2. What’s working in the channel?
  3. Resolving channel conflict – ‘the tape don’t lie’

Information Technology (IT)

  1. Running out of storage space where recordings of phone calls and online screen sharing meetings are saved and avoiding extra variable costs

Bonus: Human Resources (HR) -Termination for cause – what’s being said on calls is inappropriate -Learning what’s happening on recruiting calls