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Equity Trust Enhances Call Review Efficiency and Rep Support with Revenue.io
Applicable Functions
- Procurement
- Sales & Marketing
Use Cases
- Inventory Management
Services
- Training
The Challenge
Equity Trust Company, a financial services firm, was facing a challenge with their sales team. The representatives had a hunch that the absence of certain competitive features was causing them to lose deals, but they lacked concrete data to prove this. When they approached the leadership to request the addition of these features, they were asked to provide hard evidence of their competitive value. The sales team wanted to understand the opportunity cost of not having these features, but they had no means to measure how this was impacting them in competitive deals. They wished to scan calls for mentions of the feature, but their existing telephony setup did not allow them to search recordings for keywords, product names, common objections, or reasons for deal losses. Auditing calls was too difficult and resource-intensive, leaving the sales team without the insights needed to suggest business changes or improve training.
About The Customer
Equity Trust Company is a financial services company that empowers individual investors, financial professionals, and institutions to diversify their investment portfolios through alternative asset classes. These include real estate, tax liens, private equity, and precious metals. The company was facing challenges in understanding the impact of missing competitive features on their sales and lacked a robust system to analyze their sales calls for insights. They needed a solution that could provide them with the necessary data to make informed decisions and improve their sales strategies.
The Solution
To address these challenges, Equity Trust decided to implement Revenue.io as their primary telephony solution, in collaboration with Conversation AI. One of the key features of Conversation AI is its ability to automatically highlight common business objections, making it easy to identify and evaluate crucial business patterns. Revenue.io also tags and groups calls based on keywords, enabling managers to prioritize which calls they review. This solution provided the sales team with the tools they needed to analyze calls effectively and gather the data required to make informed decisions about product features. It also made the process of auditing calls less resource-intensive and more efficient.
Operational Impact
Quantitative Benefit
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