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Ben’s focus when he joined the organization was capturing data about why they win deals and why they lose deals. “We wanted to capture what's been said on the calls so we can build that into the function of our CRM and build out our ideal customer profile.”
Prior to adopting Clari Copilot, it was just Vizion’s CEO really using a very early prototype version of their product and trying to sell it on his own.
“We wanted to build out the sales process that we follow today—the before scenario and the after scenario. Clari Copilot has been pretty instrumental in doing this,” shares Ben.
Here’s what Vizion’s sales process looks like:
"For us, Clari Copilot is a really effective way of identifying and understanding the before and after scenarios for our prospects."
Ben Tracy
Head of Sales at Vizion
The team at Vizion has a scheduled meeting, about once every two weeks, called team film review. They use this session to open up some of their saved calls from game tapes and review specific calls where they have 15 people on the line. They play one person's little moments for everyone to listen to and really dissect and have a live conversation about it.
Ben thinks such an activity is just as important as organizing the folders and sending the members of his team to go listen to it on their own. He also wants to hear their response on a call itself, so they do this activity every two weeks just to make things interactive.
“I think it really helps with the culture—being able to get everyone together and getting honest about what didn’t go well during a call or celebrating a specific part of the call that went really well. The end benefit of such an activity is that we're all getting better as sellers. The culture of transparency, reflection and collaboration is really accelerated.”
Because Vizion is much more organized, it's easier for a sales rep, especially a newer one in the onboarding phase, to know where to look for information. It ensures that the onboarding of a new hire or rep is much more efficient.
“I was sending the new AEs we hired to Clari Copilot even before we started using game tapes more heavily, but it wasn’t as organized,” says Ben.
It was after they hired a sales operations manager who created game tape folders in the tool that the adoption of game tapes really increased. She created an entire onboarding playbook on Notion and many of the things on Notion directly link to a folder in Clari Copilot.
According to Ben, as a result, the onboarding time has definitely reduced. If before, it took two weeks for onboarding, now it's closer to one week before the sales rep is ready to get on their own calls.
Ben: I think there are probably at least four or five customers that you folks might have gotten because they see us using the call recording tool and they go “I'm going to sign up”.
To Ben, Clari Copilot is the essential library of all their calls and customer communication.
What's also important for Vizion is that Clari Copilot is very easy to use and access.
“It’s one thing to have the recording function work and to have calls available on the platform. But I think the actual user experience for myself, my sales managers, for my CEO and for all of our new sales hires is just as important,” shares Ben.
“I'll be honest, I've never done a training session on Clari Copilot. I've never had to. I just give reps the log-in access and it's very obvious to everyone how to use Clari Copilot right away.”
“It just works!”