The real-time coach offers 4 main functionalities:
1. Monologue Tracker
Monologue Tracker shows how long a single person talks during a conversation. This helps identify when one person is dominating the discussion, allowing the team to make adjustments in real time for a more balanced and engaging meeting.
2. Call Momentum
This feature allows you to understand how successful the call is based on the topics you've discussed. As you make positive progress on these topics, the corresponding bars fill up, helping you identify what’s going well and what might need a bit more emphasis. Within call momentum, we analyze:
Product Love: By evaluating the language and enthusiasm expressed during the conversation, Spiky detects a customer’s interest and excitement about your product, indicating potential sales opportunities.
Pricing Interest: We track how often pricing-related questions or comments arise, revealing the customer's level of interest in pricing options.
Next Meeting Interest: This aspect identifies cues during the meeting that indicate whether the customer is open to scheduling follow-up meetings, helping sales teams prioritize leads and take stronger steps towards securing the next meeting.
Please note that Call Momentum is available only for Premium and Enterprise plan subscribers. If you're interested in upgrading, click here to explore our plans.
3. Talk Ratio and Number of Questions
Talk Ratio: This metric provides real-time updates on the changing talking ratios throughout the conversation, helping sales teams understand the balance of conversation between themselves and the customer.
Number of questions: This metric provides the number of questions asked during a call, helping to identify engagement levels.
4. External Participants Metrics
Talk Ratio: Shows how much each external participants are talking compared to the sales team. Monitoring this helps sales teams understand engagement levels and adjust their approach to encourage more two-way communication.
Positivity: Tracks the positivity of the language used by each external participant. Higher positivity can indicate a favorable reception to the conversation, while lower positivity may signal concerns or objections that need to be addressed.
Questions: Measures the number of questions each external participant asks, which can indicate their interest level and the areas they need more information about. In addition to showing the number of questions, the specific questions asked by each external participant are also listed. This helps sales teams respond in real time to address specific concerns or curiosities.
5. Playbook
Playbook allows you to understand the qualification questions being asked during sales conversations. You can choose from three sales frameworks—BANT, MEDDIC, and MEDDPICC—to monitor whether key topics are discussed and if the necessary qualification questions are asked according to the selected framework. To use the playbooks:
Navigate to 'Playbook' tab.
Choose a playbook from the list.
Click 'Continue'
The playbook will become accessible within one minute, based on the topics discussed up to that point. And it will continue to generate data throughout the meeting.
Once a playbook from the list is selected, it cannot be changed to a different playbook!
The playbook will display discussions related to these key topics from the sales framework. By clicking on a topic, you can expand the drop-down section to view the relevant conversations.
Please note that Playbook is available only for Premium and Enterprise plan subscribers. If you're interested in upgrading, click here to explore our plans.