EP45: Humanizing the Sales Process using AI {Shruti of Wingman}

Stars & Startups

EP45: {Shruti Kapoor, Co-founder & CEO of Wingman}

Wingman offers a virtual assistant that assists sales reps close deals faster, guiding the rep with exact information they need in real-time. Shruti Kapoor, an IIM alumn, chats with me about sales and ofcourse Wingman.

• We discuss how Wingman is humanizing the sales process, where the sales person can focus on listening rather than being distracted with other aspect of a sales call
• How the AI tool enables a sales team play offence
• Enhancing all human conversation with AI might be the way ahead

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Bengaluru HQ'd Wingman was founded by Shruti, Muralidharan and Srikar in 2018. Wingman enables real time assistance to sales folk by telling them what to ask and say to a prospective customer. The tool records, transcribes and analyses calls, and picks out trends on what’s working and what’s not in pitches made by salespersons. Allows managers to set up cue cards to automatically coach the people when they are on the call. A bot will show a cue card if a prospective customer asks a question on how a product is different from a competitor’s.

The company is currently targeting B2B clients who sell to the US market. It has on-boarded a few SaaS companies such as Chargebee, Synup and Capital Number. They have raised $2.2 million in the seed round, led by Venture Highway, Speciale Invest and Y Combinator.

Shruti & team are hiring and can't see a reason for you not to explore the opportunities in a fast growing startup! Checkout their careers page.

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- V @varunvummidi

Timeline:

• 00:00 - Intro
• 02:35 - What ails sales in India
• 07:24 - Training for outbound processes
• 10:20 - Salesman are born not made?
• 13:00 - Intro to Shruti from moving from Analytics to Sales
• 16:18 - Feedback loops & importance of Voice of customer for marketing
• 18:45 - Origin of Wingman & meeting co-founders
• 21:54 - Graduating from the IIM
• 25:15 - Intro to Wingman
• 19:15 - the Wingman Note-taker
• 32:02 - Evolving playbook ensures the product will not hit a plateau
• 36:45 - Consulting for SaaS success
• 38:45 - Making every human conversation better
• 40:50 - Challenges of building Wingman
• 44:15 - Monetizing & pricing
• 49:23 - Traction, growth & hiring