Orchestrate Your Entire Sales Process with Salesloft AI
Kristin Swindle, Manager, Enterprise Sales Engineering, shows us how Salesloft AI, including their new product Rhythm, can be the AI co-pilot sellers need to be more effective.
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>> Hello, everyone, and welcome to Go to Market AI,
the future of your Go to Market tech stack.
I'm your host, Thera McConnell.
These days it seems like every company has AI,
but on this show, we want to go a level deeper so you can see firsthand how
businesses are actually applying AI to solve your business challenges.
We're going to go deep into the use cases and showing you live demos of
the latest and greatest in AI technology.
Today, I'm joined by Kristin Swindle, manager of Enterprise Sales Engineering
at Sales
Loved. Kristin, welcome to the show.
Thank you so much for joining us.
>> Thank you so much for having me.
I'm really excited about today.
>> Awesome. So first thing,
can you tell us a little bit about who is Sales Loved?
What do you guys do and then who do you guys help?
>> Yeah. So Sales Loved is an AI-powered sales engagement platform where we're
actually serving every member of the revenue team.
So you can build pipeline,
close more deals, coach reps to success,
but ultimately it's to better serve your customers.
What I think is really interesting is historically,
I feel like Sales Engagement has gotten this reputation of just being focused
on
prospecting or the SCR motion.
While that is definitely very important still,
Sales Loved really wanted to focus on getting out of the mold,
breaking the mold there,
which is why we introduced Rhythm in July,
which we'll talk about today.
That's the, you'll hear me say a lot, the nucleus of our AI.
So by leveraging that AI and Rhythm,
we've seen a significant increase in the impact for our AEs and our other
revenue
teams, including our STRs,
by having that buyer behavior turned into seller action from all the signals
with the tech stack. So it's really helped them focus on the right prospects,
the right accounts at the right time to get to those outcomes.
We're already hearing such an impact of,
you know, seller saying they're getting more meetings with less or the same
amount of
activity. So really pumped about that.
Yeah, that's awesome.
I know I'm really excited to see your demo for them because I've heard a ton
about it.
I feel like when you guys launched it back in June,
it, did you say it was June? I remember July, July.
Okay. I remember just seeing a ton of news about it in my LinkedIn feed.
So I'm really excited to see the demo.
So because you touched on a very good point, which is the impetus of the show
was we're hearing a lot about AI and how you kind of mentioned it.
It's making sellers and go to market teams better at their jobs with the less
of an
effort. And I think seeing that in action during the demo just makes it come to
life.
It really starts to connect the dots of like, okay, this is going to make me
better.
I job with less time, but how and what does that look like?
So that being said, I would love to transition into a demo.
So you can show us sales off the AI functionality, especially sales off rhythm.
Yeah. So what you'll see in the demonstration today is that we have weaved
a AI throughout the entire sales off platform from the administrative side to
the workflow side
to managing opportunities and forecasts and to the data and analytics.
So I do want to start at the beginning as we think about where our customers
start their journey,
which is usually the configuration building out the processes and the content.
So one big piece of AI we introduced was our generative AI with our email
templates
that really focus on helping to draft email templates for more of those high
volume outbound
motions. You'll see here, I put in some inputs as far as the role type I'm
going after,
my company name, and any sort of inputs, I just did a write up on sales off,
but this could be
value propositions. And then finally, what do I want that call to action to be?
So as I'm generating this, this is actually going to give me three different
options that I can
choose from to either utilize as is, or if I want to make any changes to this,
I can obviously
make any adjustments to fit my business or change up the language. But really,
the goal with that
was to give a foundation to help ramp our teams quicker and make sure they're
starting with some
powerful messaging straight out of the gate. That's really, I really like this.
I think something
we've seen a lot with generative AI. And what I love that you've built into
sales lot is the like
prompt assist is that there's already pre-built text options that you just have
to plug in. So
it helps one, I think, rests with prompting. And some I've seen someone, it sp
its out three different
options, which I love. So it's not just one thing that you have to edit. You
can go through three and
like kind of mix and match or see what really fits your tone. So giving three
options, I think,
is really, really interesting. Yeah, we wanted it to be guided, but to your
point with having
some flexibility there with some options to choose from was definitely our goal
to make sure
we're matching as closely to give you more of that foundation than you're after
Very cool. Very cool. So this is really where a lot of it begins, right? It's
like we're
we're focusing on the processes, we're pulling in the content. And then once we
have that,
then that's where we start having the reps pull people in, start engaging with
them through the
workflow. So I want to transition over to the workflow side of things. And
before I get into
rhythm, which you've heard a lot about and really again, our center of the AI
here,
one thing that we introduced was having what we call focus songs because, you
know,
kind of talking about the content, we want to make sure we have that
flexibility with how people
like to approach their day. So we still have more of what we're calling our
structured workflows.
So maybe focusing in on my cadences for those kind of predefined processes to
reach some sort of
end goal that I'm after prospecting, renewal, whatever it may be. And then my
close, which is
really it's in the quarter. I want to be hyper focused on just the
opportunities themselves.
And then finally, that's where we have rhythm coming to play, which is more of
that unstructured
workflow where as we talked about, it's really bringing in all of the signals
of the ecosystem
and pulling it into a prioritized workflow here. Very cool. Yeah, so I want to
talk a little bit
more around what is making up rhythm, what is feeding it, how is it priorit
izing? So what we've
done is we wanted to make sure we were looking at as many different signals as
possible to prevent
all that different swivel chairing. So we pulled one of the main things that I
think a lot of our
teams have been excited about is third party integrations, taking advantage of
the tech stack
you already have. So you'll see DocuSign in here, G2, vidyard, seismic, high
spec, there's tons of
others that we have now and that we're rolling out through the end of this year
and beyond.
Our goal is really to kind of open that up down the road to have more signals
ingested.
And then on top of that, we're also looking at your CRM information. So looking
at some of the
opportunity information you have, we're also going to be looking at your buyer
engagement,
which is taking action on your emails, what kind of engagement are you having?
And also the seller
activity, right? I have a meeting coming up or I just wrapped a meeting and I
need to be prompted
for a really thorough follow up. And what it's doing is AI is looking at the op
information like
you see here and the buyer engagement and it's ranking those due actions based
off of the immediacy
and the impact and prioritizing them on the likelihood for me to get a booked
meeting,
an opened opportunity, as well as that deal importance. And I think what's
really critical to
call out here that sales off focus is in on is making sure we have that explain
ability in the
workflow. So as we're hovering over maybe this opportunity, this is letting me
know the key factors
that our conductor AI used to prioritize this at the top from our deal
engagement score, which
will talk more about the ARR, the closed day. And then similar with that, with
the buyer side of
things, why is Dylan at the top of our priority list from a buyer engagement
perspective? So I'll
have all of that insight pulling in here. And this really ultimately helps the
reps prioritize their
due activities to help them book more meetings and close more of those deals
faster.
That's very cool. I think two things here I really, really love seeing is one.
I think the use
case I immediately think of with sales loft and rhythm in particular is you
mentioned earlier reps
is this helps SDRs. But I have to imagine there's such a good use case here for
ops, like a sales
off team revenue ops where I'm like, oh, you need to build this in dashboards
anymore. You don't
have to go into multiple systems to have these dashboards of prioritization. It
just exists in
the system that you're already spending a lot of your time outbounding in. So I
feel like this has
to stable up not only for rest, but for the ops teams that are helping build
normally the dashboards
that they would need from a prioritization standpoint. Yeah, absolutely. And
then I really do, I've not
seen the ability to hover and see why something is prioritized. Like, I think
AI is very cool.
And it's like, okay, I know it's helping me be better and faster. But to be
able to see why it's
sort of unsealed, like, okay, yes, AI is telling me that I should fall with
Dylan now. But if I'm
like, I don't know why, like, I'm just, I can jump in and see like, okay, this
is, it does make sense.
So unveiling a little bit more behind the why AI is telling you to do that is
very interesting.
Yeah, I think another thing too is when you were talking about the rev-offs,
one thing that I
particularly seen as kind of feedback is that we think about, you know, the
buzz is like tech
consolidation, right? And I think a lot of times we think about tech
consolidation, sometimes it's
not necessarily removing something from the tech stack, which does play into
that. But to your point,
I think it's like, let's go ahead and take advantage of the tech stack you do
have. So you do have that
adoption. I think that's another piece that ops really likes is we bought these
tools. I want to
make sure my team's adopting it. And this prevents me from needing to jump to
those different tabs
to take advantage of all those different signals. Yeah, and I have to imagine
even the, the hover
and telling you why has to help with adoption. Like, I know as a human, if I am
understanding the
why behind it, why you're telling me to prioritize one deal over the other or
one contact over the
other, that's going to help me from an adoption standpoint, because I trust it.
I trust a little
bit more understand why it's asking me to do something or why I am doing
something. So I have,
your team did a really good job here, I think, from building in features from
an AI perspective
that are going to help with adoption, which is great. I love to hear that. And
so we'll our product
team. And the other thing too, that I think is nice about this, as you're
looking at the why and
that prioritization is doing it real time. So as things are happening, it's
constantly adjusting
that prioritization. Yeah. So I want to show you what it looks like to kind of
action upon
some of these different things, specifically in the the rhythm flow here. So
one that I know has
been a huge kind of value add for our teams, we've heard a lot about this will
start introducing
some of our conversation. AI that we have is the meeting follow up or the
meeting reminder.
So let's just say I've already had this meeting with this particular off. And
based off of the
prioritization, this is letting me know I should go ahead and send that follow
up to them right away.
So when I go to click to action this, those that are maybe already familiar
with sales
often confusing just the cadencing functionality previously, we still wanted to
keep that same
sidebar experience. But again, this is now looking at everything across the
ecosystem and prioritizing
that. So you see it's pulled up my template here, I have my opportunity to
reference in case I want
to personalize further. But I specifically want to talk about where we're
pulling this from. So
this is where we'll expand a bit into our conversations here and get an
understanding of what AI capabilities
we have there. So right now that is located in our I'll tab this down, our
recap section. So we have
two main areas here, we have our summary, and we have those action items. So
the AI is providing
all of this information. And then we have automation to automatically pull
those action items into
this template. So one, making those follow ups really seamless and making the
rep more efficient.
But two, where I really think a lot of this adds value is thinking about
collaboration with either
handing off to other teams, or maybe as a manager, you know, you don't have the
time to be everywhere
at once. So this kind of allows you like a real quick glimpse into how did this
go? And what is
the expectation of what my team is supposed to live on as a follow up. So it
could be really
impactful from from that point of view. Yeah, I do. I love the use case of AI
for like summary,
because I do think there is a great use case for any managers who have larger
teams.
Where it's hard to scroll through things, it's hard to digest through all this
information.
You're already so busy as it is, I think using like generative AI to have that
recap is so helpful.
Yeah, absolutely. I think it's just as we talk about productivity and
efficiency,
the more things that you have that can help just say I can focus on the selling
part,
right? And more of that human aspect, the better. Yeah, that's awesome.
Well, let's show it from, you know, we looked more from the opportunity
perspective. So I'd
love to show you what it looks like for maybe that Dylan person we saw earlier,
and we have this
prompt for the call. So you'll see it's kind of changing my environment based
off of what that
action is. So I have my call now prompting. Now it's been replaced with a
profile.
And there's a lot of information I won't dig into everything that we have here,
but there's a lot
of ways that we can manage our contacts in less time and using the AI to make
those tasks
at this list. So as I'm thinking about preparing for this call, some things
that we'll have in here
is we'll have out of office detection. So if they're prompted to be on my cad
ence,
it'll actually automatically move the due date based off of when they're back
in the office.
Oh, that's cool. Yeah. We also have some jobs in your day, which kind of does a
macro job title,
says we're thinking about that messaging we saw earlier, we can make sure we're
aligning it at
more of that macro parent level to have that consistency. And then we also have
some other
things like data enrichment, which is pulling from the person's signature and
enhancing the data that
we have. So we always have those up to date information. And then finally, as
we're thinking
about, I'm ready to engage with Dylan now that I have this other insight, we're
also going to be
able to showcase email sentiment not only in here, but also in our analytics.
So you kind of know
how should I be approaching this conversation? Has it been positive as of late?
Am I getting
some objections? So it truly helps me restrict strategic point of view. Oh,
that's super interesting.
I do really like the sentiment aspect of it. I think especially if time has
passed after a call,
you might even forget what the sentiment was. So having that sort of automated
and AI helping
me understand like, do I need to approach this deal with a little bit more
finesse? Is it something
where they're like really gone, ho, and we know we can push this forward
quicker? That would be,
I can see where that's really useful for a seller. Yeah. And the other piece
too, is as I mentioned,
it pulls into the analytics. So maybe for that particular seller and that
particular relationship,
but I can see how that's trending across my team to see, are there themes we're
getting a lot of
objections? Or maybe this individual as a whole is getting a lot of positive
interactions or
objections. So it really kind of helps to hone in from a coaching perspective
too. Yeah.
Yeah. See, from a manager's perspective, being able to look at rep level and
say, like,
hey, are there really common trends with this rep where like there's negative
sentiment or we're
not seeing like next actions and all of their calls and being able to use that.
And then even to
what you just showed right before this, going into the calls themselves and
having a recap,
would help someone like a coaching perspective, a manager perspective, you can
just get that data
so much faster and hopefully catch on to any like negative trends that are
happening and address
them sooner before it makes a larger impact. So that's, that's great. That is
actually a amazing
segue to the next piece of the AI, because just like you're mentioning.
Yeah. Yeah. There are no, this is, the whole goal here is that this is where we
're
making, sending emails, making dials, things along those lines that we're doing
all of those to drive
to the outcomes, but particularly to your point, that's really where we can
start kind of providing
some insight to leaders. Because as we think about the outcomes that they're
driving towards,
you know, you have your goal, you have an idea if you're working towards that
goal.
But what I think is really critical is being able to have more of that
objective insight into like,
how is this truly trending? So as we think about all that information we just
talked about earlier,
helping managers, this is kind of a pulse point, right? Of how am I trending
towards those overarching
things I'm trying to accomplish? So for example, I'm in our outcomes dashboard,
but you'll also see
this in our, in our deals as well. But you'll see I have meetings booked,
opportunities created
and closed one. And each of these have not only a goal, they have what I've
achieved, but you'll see
we now have this projected piece in there. So that is actually looking at the
expected result of this
particular outcome, if I continue that same daily effort through the rest of
the current period I'm
looking at. So this really helps to your point to kind of catch early on any
trends of like,
am I am I trending positively towards my goal? And if I'm not, I can see that
earlier on and start
to focus in that area of like, let me dig into my opportunities in this example
and kind of take
that a step further to see if I can get this back on track and work towards the
goal we're trying
to work towards. Yeah, this is really cool in that I know we talked about like
the manager use case
here, but I'm circling all the way back to, I feel like ops, like I think about
our sales ops
and then the team trying to forecast concrete of like, where are we standing
and what like,
what is the outcome going to be? And it's like constant work for them to have
to do this in excel
to be able to have in the back end of a system that you're already using,
helping using AI to
forecast these things and tell you, hey, you might be coming up shorter, you're
doing really well
and not have to have that constant burden on ops, just freeze them up to do
other more important
things. Absolutely. And that's really what we're aiming to do is as we think
about, you know,
all the various teams, like it's not just the efficiency in the workflow, it's
making sure
we're having efficiency from the data from the focus on the coaching standpoint
, from a focus on
what needs you, you need to dive into strategically without needing to kind of
to your point use all these spreadsheets to determine where that focus should
be.
That's awesome. So let's take it up of this one where, you know, I'm looking at
, again,
these opportunities that are close one. So this is a nice transition into our
opportunity
management and our forecasting piece. So I'm in our deals component here, and
this is our pipeline
view that's pulling in all the opportunities that a rep is working tons of
different filters and
things I can do in here. But staying with our AI vein that I want to hone in on
is we do have
something called a deal engagement score. So this is the AI is providing
insight and the likelihood
for this deal to in as a closed one based off of recency, frequency,
progression and engagement
of the buying committee that I'm working with. So this is a great way to remove
that subjectivity
and truly kind of pressure test if this is really going to close. And it's also
a really great way for
not only sellers, but managers to prioritize where their focus should be as
they're trying to get
things to hit that goal that we showed earlier and our outcomes here.
I really like this scoring. It's so relevant because I was just talking to
someone on our
sales team and they were talking about like when something's in commit versus
best case and
I might be like, well, what's the threshold? Like when does something move and
they're like
gut feeling? Sometimes it's like I open a prayer and they're just like moving
from commit to best
case to have a score that's telling you it just takes that pressure off the rep
of having to,
like I'm going to say this is in commit or in best case, but then you have this
score to like gut
check in and say like, hey, based on the engagement of this op, we think this
should
in commit or alternatively like you're committing this, but like based on this
engagement score,
does it feel like this deal is progressed far enough and it's at risk? Just
like a nice other
data point that you're not relying on kind of human subjectivity on where it's
at.
Absolutely. And you know, that's a good point to bring up. I think that's still
important, right?
It's like you've been in the conversations, you have the relationship, but it
does help to kind
of balance that like you still want that rep in sight. But to your point, you
said it perfectly.
It's a gut check, right? Like, I think it's going well, but this is not lining
up. So maybe let's dig
into why it's not lining up and again, start working to come strategize to get
ahead of potential
things that are indicating that it might not land where we want it to. And as
we talk about
explainability, that's also something we offer with the deal engagement score
is when I dig deeper
into this opportunity, I have the deal site that show me why it's been scored
the way that it has.
So to your point, you know, I can kind of have, oh, well, I have had
conversations or I have been
doing this. I have not been doing this, which we know that does impact that
likelihood for it
to close. So it just really helps to be a bit more prescriptive of where that
focus should be.
And whether that be from the manager coaching their rep or the rep seeing this
themselves,
it kind of gives them some guidance of saying, okay, well, maybe I should reach
out to my current
stakeholders about some of these things going on. And then something else that
sales up will do is
it will actually recommend suggested stakeholders based off of people you've
already been engaging
with and sales off. So you can make sure that you're having like a
comprehensive look into the
opportunity and the entire buying committee and really where everybody fits in
that, in that
buyer cycle. So nothing's fallen through the cracks here. This part is really
cool. I feel like using
sort of like a recommendation AI, especially as buying committees have gotten
so much either bigger
or they're changed. Like I know we're hearing from sales all the time, buying
committee is
at what it used to be. There's more people. They have different use cases.
Having a system in the
back end that's learning this as you have more opportunities and digesting that
information and
then being able to say like, Hey, you're missing this person in your deal and
you haven't engaged
with this person. I think it's so useful as times are changing so quickly, like
things have just
changed so fast, having AI on the back end to help keep up with that. This is
so useful.
Yeah, I think even keeping up with them like pulling them all in, but I think
it's also you can
kind of see if interactions are trending one way or another with the
individuals to like, Hey,
this is supposed to be my champion, but they dropped off or this is my decision
maker.
And you can kind of see as a hover over it, it disappears, but right above you
can kind of see
meetings or calls I've had or whatever it is, what it allows you to kind of get
that really
granular focus on the stakeholders as well. Very cool. So really the I wanted
to start with
the pipeline because the importance of having this up to date and really make
sure that you're
aligned with all the notes and what's going on is critical because that is
ultimately what is
feeding our forecast here. We're ingesting that opportunity information to
really kind of align
those numbers that we're using to make our call. So there's a lot of insight in
here from a
forecasting perspective that you can utilize, but the one that in particular I
want to focus in on
is, hence the name, our AI forecast. And this is actually using the AI to score
the probability
of a deal being a close one during this current quarter based off of how
similar ones have
behaved in the past that you've had. So when you think about forecasting is one
of the most
difficult things to do in getting it right. So by having this come into play
and like that gut
check we talked about earlier and removing the finger in the air, I do have
some triangulation
metrics. So this is a really nice insert here just to make sure that again, I
have a more subjective
metric in the triangulation. So I'm feeling really confident in whatever call
that I'm making on my
forecast. Yeah. So I'm hoping that you saw that we really focused on making
sure that AI is again,
we've threw all out the platform, but it's small ways as well as in Lord ways,
because ultimately,
we want to make sure that this is all helping to get to whenever outcomes you
're trying to achieve,
but making sure it's in the most impactful and efficient manner that you
possibly can.
Yeah, this was great. I really appreciated this demo, Kristen a lot because you
mentioned the
very beginning of the call. I think sometimes there's a perception that sales
loft is like for SDR
teams to prospect, which obviously it is and you guys have AI functionality
like that generative
AI email builder that's going to help them. But being able to see all the ways
through and see
how it's managing entire deal cycles. I knew based on what I'd heard that you
guys had some really
cool AI stuff for like the entire sales process. So it was great to see it in
action and I appreciate
you showing it to us. Yeah, of course. Thanks for letting me spend the time to
show y'all.
Yes. So with that being said, demo is wrapped. I want to move into our
lightning round Q&A.
So Kristen, I have a couple questions for you if you're ready. Yeah, let's do
it.
So the first is how long have you guys been building AI into sales loft?
Yeah, so we've actually been building AI in the platform for years. 2018 is
when we introduce
hot leads, which I should have showed you the demo, but it's basically using
scoring through
the email interactions and the live website tracking to provide notifications
that, hey,
you have a hand raiser, you're more likely to get a meeting with them. Go ahead
and give them a call.
But as we think about just any AI that we're introducing into the platform, we
've always thought
about jobs to be done. So how does AI help a user do what they need to do to be
successful in their
job? How do we see better outcomes? But I think the most important thing as we
think about
all the AI that we built and we're building is that we always want it rooted
around value,
explainability in the workflow, like you saw earlier. But most importantly,
that we're grounding
it in the AI ethics and responsibility. That's critical to us. That's awesome.
You guys have
been thinking about it for a while. And I think with the explosion in
popularity as of late,
but you guys have been thinking about it for a long time and that you've
already,
it sounds like you're a step ahead of the game and you're thinking about this
ethically from a
use case perspective. So that's amazing to hear. Yeah. And then Kristin, what
you showed today in
the demo with Sales Off Rhythm is this generally available now for customers?
Yes. Everything that
we have shown is GA right now to all of our customers. Awesome. And speaking of
customers,
who are a few of your customers that are benefiting from Sales Off's AI
functionality?
Yeah. We have a ton of different customers. As I said, we've had AI for a while
in all these
kind of little or large places. But I would say, when it comes to rhythm, which
is that main release,
again, we had in July, all of our Sales Off customers are now on the rhythm
experience using
that conductor AI. And the crazy thing is, is I kind of talked about getting
the meetings with
more or I'm sorry, with less or the same activities. But we've already been
hearing improvements from
sellers across saying that they're saying a 20% decrease in their sales cycle.
They're seeing a
25% increase in their closed one ops. And we've had a bunch of different quotes
, but one of them in
particular, a Moody's Analytics rep said, you know, cadence equals prospecting
rhythm equals
making money. And I thought that was a really nice way to think about why we
focus on rhythm is,
again, it being outcome driven and prioritizing those things to do so. Totally.
So if you're a
sales off customer, you're benefiting from AI. It's been in the product for a
long time. You
have access to it. You're going to get the benefits. Yes. Exactly. And then
Kristen, what is next in
your AI roadmap at Sales Off? Yeah. So we just announced our vision for the
future at our sales
love on tour in London. And really it's connecting the data insights to actions
in the platform. So
again, thinking about rhythm, that created an action engine, which was that
better AI powered
workflow more for those individual contributors, like our SDRs, our AEs, our
customer facing teams.
But wherever we really start pivoting in owner focus, as we look ahead, is an
insights engine that
empowers the middle lines, look, our sales managers, so they can better use the
data to impact their
team. So to give you an example, let's say that the data shows that when there
's less than four
stakeholders on a deal, there's a 30% lower win rate. So the AI could then
suggest, hey,
with these calls you have coming up, they have less than four stakeholders. We
recommend you add
these particular stakeholders to increase that likelihood. Or maybe the rep is
bringing up
budget in a discount in a budget conversation. And maybe the data showing that
his pricing is
usually 12% lower. So the AI could then recommend for him to get a refresher
enablement training
on pricing and discounting in general. So really, the next evolution is taking
that data set of
that buyer seller interaction we were talking about across the ecosystem. The
resulting outcomes
that we're getting and really understanding what's driving those outcomes. But
I think the critical
part here is we think about that evolution is that this really only works if
our sellers are
behaving in the right way to get that meaningful insight, because if they're
doing the wrong things,
that insight's not going to be very meaningful. So that's where rhythm is
really coming to play,
kind of being the catalyst is because it's guiding the sellers to have the
consistent good
behavior that we want. That's enabling that insight to determine what works,
which is then being fed
back into RITA. That's amazing. And then last question, Kristin, are there any
other AI-powered
products that your go-to-market team is using that you want to give a shout out
to? Yeah, so I
think what a lot of people are using, we definitely use chat GPT a lot as a
brainstorming partner.
I've seen our teams use it as maybe revamping some discovery questions or maybe
even holding
it further based off of persona and maybe how you can reframe things there, or
maybe even getting
further inside it, to specific personas in specific industries. So that's
really helped to write some
granularity there as we're thinking about the discovery side and continuing
that. I know a few
have also used perplexity to help summarize like we use 10Ks and really trying
to grab those key
items. Again, as we're coming with a strong point of view as to how we're going
to benefit them,
that's been a really big one to help with the efficiency. And then some tools
to help beef
up the emails. We show our agenda of AI, but I think there are some really
great partners like
Lavender that uses AI to recommend how you can tweak and clean it up further to
make sure,
again, you're having most impactful emails. So you have the data and now we use
that to kind of
shave it down, tweak it, change up some of the verbiage of what usually lands
from an AI perspective.
That's awesome. I think perplexity. I've heard our sellers say that that's been
a huge benefit to
them as well as they're thinking about what to send and summarization. So it's
great to hear
your teeth is benefiting from that as well. Well, Kristin, thank you so much
for joining us on
GoToMarket.ai today. I did really enjoy this demo. I learned a ton. So I
appreciate you being here,
and thank you so much. Of course, thank you for all the time.