Your AI Sales Teammate: Winning the Moments That Matter

Julia Nimchinski:
Thank you so much, Benny. Amazing session. If you can share the deck, that would be amazing. We can share in the chat. And we have to transition to our next session. We’ve got Taylor Bukowski here. Senior Sales Engineer at Bivin. Super excited for this one. Gerard Green, one of our community favorites. How have you been? What’s new in your world? What’s in your agenda class?

Jarod Greene:
Oh, man, a lot’s new in our world, but we want to talk to you today about Ava, give the audience an update on where we are, and show them how it all works. If that sounds good, we’ll jump right in.

Julia Nimchinski:
Let’s do it.

Jarod Greene:
Let’s rock and roll. All right, so no slides for me, because I really want Taylor to bring this home, but the crux of what we believe in the world is that every sales team, every revenue team, every go-to-market team has all the tools in the world. And very few, if none of them. support them in the moments that matter.
We’ve seen anywhere from 10 to 12 to 15 different tools to support reps before a call. So, help me find the right contact, help me enrich this contact list, help me put this sequence and this cadence together, and those tools do a beautiful job of operating that function. And there’s a whole range of tools that might help them after the call.
Help me forecast this accurately, help me analyze the call I just had. and find moments that I could have done better in the moment on. Help me communicate with someone else after what I just did. Help me get this contract signed. There’s a whole bunch of tools that help them after, but there’s this big hole in the middle of helping reps in the moment.
Sales folks will say, in the moment, I didn’t execute as I planned on it. And the management team will say, we gave you all these tools, please don’t mess this up. And the enablement team might throw their hands in the air and say, there’s nothing more I can do.
We gave them all the tools, the support, the content, the guidance, the training, the coaching, and the analytics, but for whatever reason, it just didn’t stick. We have a different philosophy. We believe that tools are great, but teammates are better.
And, we, Vivin, are providing an AI teammate that shows up in the moments that count, which are on the call, in the moments that matter, in the moments that decide deals. So, I’d rather show you how it all works than continue to talk about it, so with that set up, I’m gonna pass the ball to Taylor.

Taylor Bukowski:
Yeah, thanks, Jod. Okay, let me go ahead and start sharing here. And let me just make sure that my audio is shared as well. All right. So, thank you so much. Really excited to show you all Ava, Vivin’s AI sales teammate today, and show you a little bit about how she helps you prep before your calls, during those conversations, so when questions are coming at you, and then also post-call, right?
Before we get into those great use cases, I’m just gonna go a little bit under the hood on how Ava gets up and running. So first off, I should say she is trained on your products and your process, so all the things that make your company unique, all your different capabilities, we load that into AVA, and then you can fine-tune your process, right?
So if you follow certain sales methodologies, like MedPick, Spice, Bance, Sandler, all of that can be incorporated into our training. Additionally, we have a lot of different integrations, so Ava snaps into all the places that your team is already working. You’re going to be having conversations about your deals over email, over Slack.
you know, on your actual calls, so whether that’s Gong, or Chorus, or Zoom, etc, right? We have those direct integrations so that she has full context of everything that’s happening in your deal, and can really bring it all together. So as a user, when I log into the world of Ava, I’m gonna be glanted with… greeted with my homepage, right?
So I can see, kind of, what’s going on, what I might have upcoming for this week, and I can jump into what we call a space. So I’m gonna open up this SmartHub space, and I’m gonna do a little prep before my next call, and I’m gonna use Ava to help me do that.
So, the first thing I’m going to do is I’m going to pull up Ava directly within the space, and you’ll see that I have the option to do this either as an avatar or voice, and this would be something that I would do before a call to make sure that I am ready for anything that they’re gonna throw at me.

Unknown:
Audio shared by Taylor Bukowski: Hello! How can I assist you today?

Taylor Bukowski:
Hey, Ava, I want to do some role play, and I need you to help me prep for an upcoming discovery call. I’ll play the prospect, and I want you to play the Vimin sales rep. Are you ready?

Unknown:
Audio shared by Taylor Bukowski: I’m ready to help you prep for your discovery call as the Vivint sales rep. Let’s get started whenever you are.

Taylor Bukowski:
Yeah, I’d love to understand how Vivint can help support high-growth companies. We’re growing really fast, and we’re hiring like crazy.

Unknown:
Audio shared by Taylor Bukowski: Vivint supports high-growth companies by streamlining sales engineering workflows, reducing ramp time for new reps, and providing real-time AI assistance during calls to boost sales efficiency and win rates. Audio shared by Taylor Bukowski: Can you share more about your current sales challenges, or where you see bottlenecks in your growth?

Taylor Bukowski:
Yeah, absolutely. So, we really don’t have great access to specialists, and it’s taking forever to ramp our new reps. It’s about 90 days for them to get up and running.

Unknown:
Audio shared by Taylor Bukowski: That’s a common challenge. Audio shared by Taylor Bukowski: Vivint accelerates ramp time by providing AI-driven in-call support and automating routine tasks, so new reps get expert guidance right when they need it. Audio shared by Taylor Bukowski: How are you currently supporting your reps during discovery?

Taylor Bukowski:
So you guys get the idea, right? There are lots of different ways you can actually prep with Ava, so if I want to use the chat, I have that available to me here, too, as well. I could also talk to her, as you just saw. I can pull up the avatar for more info as well. And if you’re somebody like me, who is always on Slack, that is the best place to catch me.
So, we are constantly having conversations over Slack. within our channels about our deals, and it helps to be able to pull Ava into them. So, in this case, I have my op channel, and I just asked Ava to help me prep for the next call. So Ava put together this prep sheet for me that links back to the actual space in Ava, and this gives me a bunch of information on what’s going on.
So it’s going to look at, again, all those integration points, whether that was a conversation that was had, whether that was an email that was sent, or maybe it was just a field in Salesforce. It’s going to display those fields here, and then it’s also going to give me a ton of information on what’s going on.
What are the priorities, the pains, the objections, and then most important are the prep recommendations. So she’s going to give me this streamlined way to prep for this deal, so I come up knowing exactly what I should be talking to my prospect about, and making sure I have the most impact on that call, especially if it might be the only chance for me to actually earn their business.
So let’s jump back into a space. And we’re going to talk a little bit about joining the call live, right? This is really where we think Ava differentiates from those other tools in the market. Her ability to help reps and sellers in the moment, right? So as those questions are coming up, as things are happening, she’s gonna be there to support you.
So, for any of your conversations that you’re having, you’re able to invite Ava to those calls, and you’ll see we have a couple options here. So the first is something called Whisper Mode, and you’re gonna see that in just a second when I play a quick clip.
We also have voice, so same as you just saw, you can invite Ava to the call as just a floating dot, but you can interact with her, so you can tag her in, ask her questions, have her answer things live. You also can invite her as the avatar, so you have a lot of flexibility on how you want Ava to show up. Personally, my favorite is Whisper. You kind of get to be the hero here.
You get to answer all the questions in real time and look like you know exactly what you’re talking about. but with that kind of covert guidance, right? She’s just going to be listening and transcribing in the background, and then feeding me the answers on the side.
So, if this were a real sales conversation, a real sales call, I’d be able to invite Ava directly, but since this is a webinar, I’m going to show you guys just a quick clip of a demo video that we put together. So, a friend of mine and I put this together. And essentially, what we wanted to do was we modeled this after a company called Toast.
I can tell you that I am not an expert, I am not a sales rep on their products, right? So you’re going to be able to see me get real-time guidance from Ava on what their product does in the moment. So as it’s happening, as questions are gonna come up, you’ll be able to see this live. So let’s go ahead and take a look.

Unknown:
Audio shared by Taylor Bukowski: That brings up something important for us. How does Toast’s kitchen display system handle extremely high ticket volume without creating bottlenecks? Audio shared by Taylor Bukowski: Our stores can push out a very high number of pizzas per hour during peak times.
Audio shared by Taylor Bukowski: We route all orders into Toast KDS with real-time routing, dynamic views, and order throttling so stations batch or prioritize tickets to prevent kitchen bottlenecks. Audio shared by Taylor Bukowski: Interesting. Another thing we’re evaluating is integrations.
How flexible is Toast when it comes to integrating with existing ordering platforms or proprietary mobile apps? Little Caesars has a lot of custom systems and digital experiences.

Taylor Bukowski:
So you all get the idea here. really, what this is providing are those real-time answers. So you saw, as a question came up, it was flagged, it was proactively identified for Ava.
Again, I should say, for the purposes of this demo video we put together, I was showing both screens so you could see my perspective, but ideally, this would not be visible to the prospect, hence whisper mode, as you can imagine. And the idea is that, again. things are coming up, questions might be happening, whether it’s about your product, your process, even pricing questions.
And if you can’t answer in the moment, sometimes you lose those deals. So we wanted to make sure that you have somebody in your back pocket, feeding you answers the whole time so that you can be the best expert showing up to all of those calls.

Taylor Bukowski:
So let’s go ahead and finish off with how Ava can help support you post-call, after all those moments where, hopefully, you’re very close to winning the deal. So I’m going to pull up Ava again within the space, but this time I’m going to pull her up as the avatar, so you all can see what that would look like.

Unknown:
Audio shared by Taylor Bukowski: Hello, how can I assist you with the deal or sales process today?

Taylor Bukowski:
Hey, Ava, how would you pressure test this deal if you had to forecast it today?

Unknown:
Audio shared by Taylor Bukowski: To pressure test this deal, I would focus on key risk areas. CEO hesitation and RevOps leader signing delays, budget constraints, limiting user rollout, and the complexity of consolidating multiple sales tools.
Audio shared by Taylor Bukowski: I’d validate the path to trial with Adam Clark and ensure the lightweight pilot and ROI workshop are scheduled and clearly scoped. Monitoring these factors closely will give a realistic forecast of timing and likelihood.

Taylor Bukowski:
Thanks, Ava! So again, whether you prefer chatting, or you prefer Slack, or you prefer just talking to Ava directly, you’re able to get this great content and understand what’s going on at your deals at any point in time. Additionally, we also can create different assets, right? So, things that are really important to your business.
In this case, we actually follow MedPick internally, so I went ahead and ran this MedPick analysis over here. And Ava is going to give me a full rundown of my deal based on that specific sales methodology and our organization’s best practices. So I can right away spot holes, understand where my deal might be forecasted, and get more information.
But even better than this is taking care of all the pesky admin work that we all hate doing in sales, right? So we wanted to take that a step further by actually writing this information back to the places where you’ll be reporting on it, like Salesforce. So you’ll see that when proposed updates are made by Ava, we can push them back directly into Salesforce.
So I can hover to see those proposed solutions, or I can see the whole tab and understand what is going to be pushed back, and all of this work is seamlessly done for me. All I do is click Sync with Salesforce, and all this information will be pushed into those fields, and we can report off of them directly.
So hopefully, you’ve seen a little bit about how Ava can help support you before, during, and after your sales conversations. Again, the most important part here is her ability to show up in the moment, helping you with questions and objections as they come up. Never be got off guard, and always have a sales engineer in your back pocket. Thank you.

Julia Nimchinski:
Super impressive. Thank you so much, Rod and Taylor. I love how NDUX UI is, and it’s really rare, like, we see a lot of solutions here. I love how you just essentially give the freedom to the user. to make their choice, whether it’s an avatar or just, like, a kind of contextual interface, but yeah, if you can share more about this choice, that would be great.

Jarod Greene:
Yeah, appreciate that. I think one of the things is, we’ve learned that, you know, optionality matters. The interface you choose to work with your AI is a personal choice, and not all kind of modalities fit the moment you need.
Sometimes you need it to whisper in your ear, sometimes you need text, sometimes you need slack, and so We figure it’s best to serve that up to the user and let them define what works best for them, and it’s worked well for us. Our product team’s been very intentional about making this experience feel like you’re working with a human.
human who, like Taylor said, knows your sales processes, understands your products, and so that natural notion of working with the best teammate you ever work with now scales infinitely and puts you in a position where you now have to sell again. So all very intentional decisions, and we’re cooking up even more heat in the coming weeks, so stay tuned.

Julia Nimchinski:
annoying. Gerard Taylor, what’s the best next step for our community to engage with you?

Jarod Greene:
Yeah, I would say if you want to see Ava in action, always, www.vivin.com, you can request a demo. You can even put in the notes to request Taylor specifically.
Taylor’s been running a fabulous set of on-hand workshops across the country, and so if you really want to go in-depth on the possibilities and what this solution could actually do for you and your team, don’t hesitate to ask for Taylor by name. But if you just want to see what we have to offer. hit the website.
You can follow me on LinkedIn, you can follow Taylor on LinkedIn, and you can follow our CEO, Matt Darrow, on LinkedIn, who often posts a lot of interesting takes that I’m sure you’ll all appreciate.

Julia Nimchinski:
Super cool. Thank you so much again.

Jarod Greene:
Thank you, appreciate you, Jane.

Taylor Bukowski:
Thank you.