Turn Buyer Conversations Into Company-Wide Intelligence

Organizations are sitting on a treasure trove of conversational data.

Every interaction between a seller and buyer — whether it's a cold call, upsell, negotiation, demo, onboarding, or training — reveals valuable insights into customer needs, competitor positioning, market trends, and marketing impact.

When used to its greatest potential, conversation intelligence (CI) impacts far more than individual deals.

It drives global sales process, improvement, and execution. It refines marketing strategies, eliminates friction in the customer onboarding process, and so much more.

This guide calls on our experience building and deploying our own Conversation Intelligence technology, combined with our customers’ experience using it. Read on to discover how conversation intelligence
is aiding, not just sales organizations, but teams across the whole organization.

Unlock insights from every single call

During a 30-minute call, a rep and buyer will exchange thousands of words. Those words capture a lot of meaning, including buyer concerns, objections, goals, buying committee composition, company news, market updates, and more.

The power of a 30-minute discovery call

Sales reps

Capture every conversation to create an in-depth deal history. Self-assess execution against the sales strategy, identifying ways to improve.

Sales managers

Drill down into deal health to uncover atrisk deals before they collapse. Capture sales context for follow-ups and hand-offs. Monitor sales process execution and pinpoint coaching opportunities.

Sales leaders

Listen to unfiltered conversations and discover how strategic messaging lands with real buyers. Identify opportunities for global process improvements. Highlight market trends and risks early.

Customer success leaders

Pinpoint customer goals long before they begin the onboarding process. Prepare customer success managers early and identify any suspected friction points.

Product marketers

Hear the uncensored voice of the customer. Track customer challenges and demand for new products. Learn how product messaging and positioning are performing. Feed insights back into demand generation to create an improved flywheel.

Insights arrive straight from your buyer’s mouth — fresh, reliable, and useful — to departments all across your organization. Here’s how one call with a buyer through Salesloft Conversations can have an impactful ripple effect that spans beyond the sales department.

Role-specific benefits of Conversation Intelligence through Salesloft

Sales leaders

• Drive pipeline growth and closed revenue
• Shorten sales cycles with better sales productivity
• Reduce churn and maximize lifetime customer value

Sales managers

• Shortcut manual call reviews via automated analysis
• Save winnable
deals by identifying risks early
• Coach more effectively by providing targeted, personalized feedback

Sales reps

• Personalize engagement based on past conversations
• Get ahead of objections by monitoring calls for early hints of discontent
• Improve sales performance and close deals faster

Product marketers

• Analyze customer sentiment to understand how messaging is landing
• Identify the best-performing channels and campaigns
• Gather direct customer feedback, uncover unmet needs, and gain insights into product usage

CI + sales leaders: A bird’s eye view of pipeline and more

Sales leaders care about scale.

Sure, they want individual sellers to succeed, but obsessing over one sales rep’s performance won’t meaningfully impact organizational growth. They want pipeline-level insights and actions on entire team quote attainment, global process execution, and strategy improvement. While sales leaders have had access to aggregate numbers for years, qualitative insights have remained elusive until now. Conversation intelligence allows sales leaders to turn thousands of sales conversations and millions of words into digestible data.

Monitor priority deals

Sales leaders don’t have time to manually review deals, so use conversation intelligence to do the heavy lifting. AI monitors every opportunity and highlights priority deals based on certain filters like estimated value and deal health.

Track process execution

If there’s a new messaging rollout, sales leaders see how well their entire org has adopted the change. And they can analyze the impact of changes on pipeline generation. If something’s working, they double down. If it’s not, they pivot away.

Surface global trends

Conversation intelligence allows sales leaders to track what buyers are talking about at a global level — objectives, challenges, competitors, market changes, and more. Those insights used to come from costly and time-consuming market research. Now, they’re available instantly.

CI + sales managers: Pinpointing priorities and improving processes

Sales managers live in the trenches — implementing strategy and processes, developing sellers, and driving sales excellence. Conversation intelligence helps them alleviate a lot of their admin work and time-consuming tasks, freeing them to focus on what matters.

Coach for excellence

Old-school call reviews cover one or two deals — a fraction of each rep’s book of business. Use conversation intelligence to test their performance across every interaction and opportunity. Conversation intelligence monitors reps’ sales

process execution, highlighting opportunities for targeted improvement. Managers replace cookie-cutter coaching sessions with targeted learning and development, turning every rep into a superstar closer.

Find (and mitigate) risks

Conversation intelligence automatically analyzes rep conversations and surfaces the most important calls. Managers target their interventions on the deals that need their help, saving winnable deals from crashing out.

Deliver smarter deal reviews

Conversation intelligence combines individual deal context with your entire sales track record to identify the perfect next step. Managers lead smarter deal reviews, guiding reps to the perfect next step every single time — no guesswork or gut feelings needed.

Must-ask questions when selecting a Conversation Intelligence solution

Not all Conversation Intelligence products are created equal.

Some are glorified call recording repositories that offer little more than transcription. Useful, yes, but hardly likely to drive revenue growth. Ambitious organizations need a product that makes sense of the noise, identifies insights, and charts a course toward improvement. When searching for your next Conversation Intelligence solution, we recommend you ask these three questions:

1. What pain points are you solving for?

Change that starts with technology and works backward to the problem is doomed to fail. Instead, spend time working out what pain points you’re facing.

For example:

• Our prospecting is underperforming and our pipeline coverage is poor.
• Our deals aren’t progressing and our revenue growth is slowing.
• Our reps aren’t following sales processes and their career growth is salling.

Once you know precisely what problem you’re solving, look for a product that helps you solve, not just understand, your pain points.

2. Can it connect insights to action to outcome?

A valuable conversation intelligence solution helps you understand your pain points. But better understanding alone doesn’t fix anything.

Better tools tie together insights and action. They show you how to fix your pain points.

And the best tools go one step further, connecting insights to actions to outcomes. They reveal impact, proving whether recommended actions are actually moving the needle.

3. Is it connected to a broader platform?

Siloed data kills impact. If your Conversation Intelligence product sits off on its own, it won’t work. You might be able to pull out actions and manually force them across your teams, but that’s a lot of work for little impact.

Instead, find a product that integrates with your tech stack.

Combine conversational data with a broader ecosystem of buying signals — website behavior, email integrations, social engagement, referral sources, and so on. Put it all together and you get a full picture of your buyer.

How pros across industries use Salesloft Conversations

Embrace the conversation revolution

Buyers tell organizations a lot.

They share their goals and objectives. They reveal their challenges and fears. They discuss the inner politics of their companies and buying behaviors, also known as buying signals.

Capitalize on these valuable conversations.

The mass adoption of conversation intelligence marks a new era of understanding, insights, and actions. By making sense of a whirlpool of customer conversations, organizations can increase visibility across their pipelines. They can highlight at-risk deals and prioritize interventions. They can verify global process execution, highlight improvement opportunities, and close more revenue. And it all starts with a conversation.

Ready to learn more? Request a demo and the Salesloft team will be happy to show you how to put the power of Salesloft Conversations to work for you.