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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

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
The 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 The 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.
The 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.
Operational Impact
  • 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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