In a recent podcast episode hosted by Adil Saleh and Taylor Kenerson, Maxwell Lu, CEO Pilot AI, delved deep into the transformative world of revenue intelligence. As the landscape of sales and revenue operations evolves, so does the need for advanced tools and strategies. Maxwell’s insights provide a fresh perspective on how AI-driven advancements, particularly since 2017, are reshaping the way GTM teams approach their operations. For GTM teams, understanding these shifts is not just beneficial—it’s essential. This article unpacks Maxwell’s insights, offering actionable strategies and a glimpse into the future of revenue operations.
Maxwell Lu introduces “Rev3” or the third generation of revenue intelligence, emphasizing the paradigm shift brought about by AI advancements. This new era focuses on automation, analytics, and intelligence, unlocking the content of sales calls to provide deeper insights and actionable recommendations.
Pilot AI stands at the forefront of the revenue intelligence revolution. With a mission to harness the power of AI to redefine sales operations, the company has been instrumental in shaping the direction of the industry. Maxwell Lu’s association with Pilot AI and his background in revenue operations positions him uniquely to discuss the challenges and opportunities that lie ahead. His insights into the company’s product offerings and vision provide a roadmap for where revenue intelligence is headed.
How Did Maxwell Lu Validate the Need for Rev3
Maxwell began by reaching out to his network, discussing the challenges they faced in sales operations. Through these conversations, he identified nuances and specific needs that shaped Pilot AI’s offerings.
The key takeaway? Always listen to your customers. Their feedback is invaluable in product development.
“Once I have it, the first thing I did… was I called all of the A’s I knew, and I just started calling folks I knew and was like, hey, like and just started, like kind of talking through the problem with them.”
Why Focus on Post-Call Experience Over Live Experience
Initial feedback revealed that while many tools cater to the live call experience, there was a gap in addressing the post-call experience. Experienced reps often prefer an uninterrupted call flow, emphasizing the need for post-call analytics and insights.
“We chose to focus less on the live experience of the rep. And more so on the post call experience for the rep… the live portion is geared towards maybe reps that aren’t as experienced.”
What Defines the Third Generation of Revenue Intelligence
Rev3, as Maxwell terms it, is a paradigm shift in revenue intelligence. It builds on previous generations but is distinct in its approach. Enabled by AI advancements, especially transformers since 2017, Rev3 focuses on three pillars:
Automation: The initial product from Pilot AI automated the process of taking call notes and populating CRM fields. This addressed a core workflow challenge many sales reps faced.
“The first thing we built was we took the calls from the sales rep and we typed up notes, and we extracted CRM fields and we filled it out because that is one of the core workflows.”
Analytics: While previous tools provided metadata analytics like talk time, Rev3 delves into the content of the call. It can identify questions asked, topics covered, and more, offering a richer analysis.
“This new generation essentially allows us to unlock the actual content of the call, right? What questions did you ask, right? What topics did you cover, and so forth.”
Intelligence: Beyond just analytics, Rev3 offers actionable intelligence. Instead of generic advice like “talk less,” it can provide specific recommendations based on the content of the calls, such as pinpointing topics that correlate with successful deals.
“We can suggest things to the leader, such as, hey, here are the points that usually are associated with closing deals.”
How Does Rev3 Benefit GTM Teams
For GTM teams, Rev3 offers a treasure trove of insights. By unlocking the content inside sales calls, teams can refine their strategies, identify best practices, and address challenges more effectively. The actionable intelligence provided can guide training, sales pitches, and overall strategy.
“All of this have now becomes possible through unlocking the content inside the call. And I would say that’s what defines this third generation of revenue intelligence, aka rev3.”
- “Rev3” represents the third generation of revenue intelligence, driven by AI advancements.
- Listening to customers is paramount in product development and refinement.
- The focus has shifted from live call experience to post-call analytics and insights.
- Rev3’s pillars are Automation, Analytics, and Intelligence, offering deeper insights into sales calls.
- GTM teams can leverage these insights for more effective strategies and improved outcomes.
The world of revenue intelligence is undergoing a seismic shift, with AI playing a pivotal role. Maxwell Lu’s insights into Rev3 provide a roadmap for GTM teams to navigate this evolving landscape. By understanding the nuances of this third generation of revenue intelligence, teams can harness its power to drive better outcomes, refine strategies, and stay ahead of the curve. As the industry continues to evolve, staying informed and adaptable will be key.
GTM teams, take note: the future is here, and it’s powered by Rev3.