#5 GTM AI Podcast: Dave Kennet CEO of ReplayzIQ, Revolutionizing Sales Coaching with AI

GTM AI Podcast

Jonathan here again with some podcast notes from my awesome conversation with Dave, the founder of ReplayzIQ.com. Let's dive into the key points and insights from our discussion!

https://www.replayziq.com/

https://www.gtmaiacademy.com

Human vs AI Webinar: https://www.youtube.com/watch?v=-spOV4n2x7Q

Podcast Notes:

• ReplayzIQ is tackling the challenge of sales leaders lacking time and sometimes confidence to effectively coach reps by reviewing calls. Existing tech focuses more on call recording than actionable coaching.
• They've built a proprietary AI model trained on extensive labeled sales call data, enabling accurate assessment of calls on 150+ sales skills, tailored to a company's specific sales process and personas.
• The AI provides actionable recommendations on the crucial skills to coach reps on at each stage of the sales process to improve performance, leading to surprising insights for customers.
• ReplayzIQ is developing an AI sales assistant to support reps on calls in real-time and will be conducting "human vs AI" coaching challenges with sales experts.
• To trust AI tools, Dave advises verifying the AI is trained on high-quality, relevant data and testing it yourself to confirm accuracy and value. Don't expect perfection, but leading AI should outperform humans.

Key Takeaways:

1. AI coaching tools like ReplayzIQ can deliver scalable, data-driven sales coaching that identifies the highest-impact skills to focus on for each rep and stage of the sales process.
2. Basing coaching on actual sales call data uncovers surprising insights compared to relying on assumptions.
3. AI sales assistants have game-changing potential for real-time rep support on calls.
4. Verifying the AI's training data quality and testing it yourself are crucial for trusting and deriving value from these tools.

Notable Quotes:

• "We had 24 amazing sales coaches coaching these fantastic companies and sales reps. And we've got this like hundreds of hours of recorded data that's now labeled data that has informed our models. That's the moat." - Dave
• "Every single time Replay's IQ delivers that for a customer, it's a surprise to them. And it's a surprise to me because I would expect to see the things that you and I might think... And every time it's different things because it's based on that data of that customer." - Dave
• "I think sales reps deserve more support out there. And this is, one easy and quick way to do that." - Dave

This discussion really highlighted the immense potential of AI to personalize and scale sales coaching in ways that drive meaningful improvements in performance. It's exciting to see how Dave and the ReplayzIQ team are pushing boundaries and empowering sales teams.