The Account sand Deals section allows you to manage and review detailed information for various deals and accounts. On the left-hand side, you'll see a list of deals, accounts, and an inbox where you can track interactions.

Selecting a specific deal from this list will display detailed information on the right-hand side of the screen. Here you can view the details for selected deals, as follows:

At the top, you can quickly assess the deal’s key metrics:

•  Total Deal Value: The overall worth of the deal.
• Win Score: A predictive score indicating the likelihood of closing the deal.
• Buyer Interest Score: Measures the buyer's engagement and interest in the deal.
• Engagement Grade: A rating that reflects the quality and frequency of engagement with the buyer.
• Stage of the Deal: The current stage in the sales process.
• Close Date: The expected or actual date when the deal will be closed.

For each of the selected Deal, you can view the following information:

Summary

Once you are viewing the detailed description of the deals, you can edit and view their detailed summary with the following parameters:

•  Key Contacts: A list of important individuals involved in the deal from the buyer’s side, providing easy access to contact details.
• Engagement Timeline: A chronological view of all the engagements, meetings, emails, and calls made with the client.
•  Summary of Interactions: Sales Reps can add and edit the summary of interactions made with the client.
  • Email Summary: Insights into the email communications, such as key responses and important points.
  • Positive Moments: Highlights of positive interactions or favorable responses from the buyer.
  • Objection Moments: Key moments where the buyer raised concerns or objections.
  • Call Summary: A recap of phone conversations, outlining the main discussion points.
• Competitive Landscape: A summary of the competitors being evaluated alongside your deal.
• Next Steps and Actions: Outlines the upcoming tasks and strategies to advance the deal towards closure.

This comprehensive view helps sales teams monitor the progress of each deal, analyze buyer engagement, and plan the next steps effectively.

Metrics

Seller Metrics

The Seller Metrics section provides an overview of key performance indicators that assess the effectiveness of sales representatives in their interactions with clients. This data helps identify strengths and areas for improvement in sales techniques and strategies.

Here are the metrics available in this section:

• Talk Ratio: Measures the proportion of time the seller speaks versus the total call duration, indicating their ability to listen and engage with the customer.
• All Call Duration: The total length of all calls made, which provides insight into the amount of time spent on sales calls.
• Call Volume: The total number of calls made by the seller within a specific timeframe, reflecting their activity level and outreach efforts.
• Engaging Questions: Any question you ask while pitching is an engaging question if it meets the following criteria:
  •  buyer's response lasts for more than 30 seconds.
  • buyer responds with phrases such as "that is a great question" and "I am glad you asked that“.
  • buyer requests confirmation of the response. They commonly end the conversation with “I hope that helps” and “Let me know if that answers your question”.
  • Engaging questions can help you get valuable information about the buyer, for example, you you can better understand their requirements and pain points. Conversations with engaging questions have a higher chance of advancing to the next stage.
• Sales Pitch Adherence: Assesses how closely the seller follows the established sales pitch, highlighting their compliance with training and best practices
• Keyword Trackers: Monitors the usage of specific keywords or phrases during calls that align with the product's value proposition or sales goals.
• Smart Trackers: Evaluates advanced metrics that offer deeper insights into call performance, such as customer engagement and response trends.
• Interactivity Ratio: Measures the level of interaction during calls, including questions, comments, and feedback from both the seller and the client.
• Topics: Provides a breakdown of the subjects discussed during calls, helping identify which topics resonate most with customers and where sellers may need additional training. 

Recordings

The Recordings Tab allows you to review and manage call recordings with various actions such as playing, downloading, sharing, moving, and saving them. You can move a call to deals or accounts and gain detailed insights into the call's performance.

Metrics

View key data such as the buyer sentiment graph, buyer interest score, top positive and negative aspects, keyword trackers, sales pitch adherence, topics discussed, talk ratio, and more.

• Buyer Sentiment Graph: It tracks the mood and reaction (positive, neutral, or negative) at different points during the call, helping sales teams assess how the buyer responded to various parts of the pitch.
• Buyer Interest Score: The score that indicates how engaged and interested the buyer was during the interaction. This score is often derived from factors like response time, the number of follow-up questions, and overall engagement levels.
• Top Positive and Negative Aspects: This feature highlights the most successful and least effective parts of the conversation. Positive aspects might include moments when the buyer showed interest or agreement, while negative aspects could reveal objections or disengagement.
• Keyword Trackers: Keyword trackers monitor specific phrases or words that are important to the conversation, such as product names, competitors, or topics related to the buyer’s pain points. This helps identify whether key points were covered and how they were received.
• Sales Pitch Adherence: This metric measures how closely the sales rep followed the prescribed sales pitch or strategy. It tracks how well they stuck to the plan and covered the necessary points, helping to identify gaps or areas for improvement.
• Topics Discussed: This shows the key topics that were covered during the call, such as pricing, product features, or competitive comparisons. It provides a summary of the primary focus areas of the conversation.
• Talk Ratio: The talk ratio compares how much the sales rep spoke versus the buyer. A balanced talk ratio is often preferred in sales conversations, where the buyer should ideally speak more than the rep to increase engagement and better understand the buyer’s needs.
• Interactivity Ratio: The Interactivity Ratio measures the level of engagement between the sales rep and the buyer, reflecting how balanced and dynamic the conversation was. It compares how often both parties exchanged dialogue.

Summary

Provides an overview of buyer and seller participants, along with detailed insights into the meeting, including sentiment, intro, solution presentation, competitive landscape, pricing, next steps, actions, and closing remarks.

You can also move participants between buyer and seller roles as necessary.

Ask Me Anything

The Ask Me Anything tab is designed to facilitate dynamic communication and inquiry regarding the specific call. This feature allows users to raise questions or clarify doubts that may arise from the call discussion.

Buyer's Interest

View and add insights regarding the buyer’s areas of interest, concerns, buyer score, Mehrabian insights, and individual parameter insights from the recording.

• Areas of Interest
  This insight highlights the topics or products that the buyer showed particular interest in during the conversation, helping reps focus on what resonates most with the buyer.
• Areas of Concern
  Identifies the buyer's doubts, objections, or concerns raised during the call. These insights can guide follow-up actions to address those issues and help overcome barriers to closing the deal.
• Buyer Score
  A performance metric that evaluates the buyer’s engagement level and interest in the product or service, helping to assess the likelihood of conversion.
• Mehrabian Insights
  Based on the Mehrabian model of communication, this insight evaluates non-verbal cues like tone of voice or emotional expression during the conversation, offering a deeper understanding of the buyer's attitude and sentiment.
• Individual Parameter Insights
  Provides a detailed analysis of specific elements from the conversation, such as the buyer’s response to particular points or questions. This helps assess how well the call addressed the buyer's needs and objectives.

Seller Insights

Focuses on seller analysis, including tactical empathy, labeling, mirroring, anchoring, and overall performance analysis:

• Tactical Empathy
  This evaluates how well the seller demonstrated empathy by understanding and acknowledging the buyer's emotions or perspective, helping to build rapport and trust during the conversation.
• Labeling
  Assesses the seller's ability to label the buyer’s emotions or concerns. Labeling is a technique where the seller identifies and names emotions (e.g., "It sounds like you're worried about the cost"), which helps in diffusing objections and making the buyer feel heard.
•  Mirroring
  Mirroring measures how effectively the seller mirrored the buyer’s language or tone to create a sense of familiarity and comfort. It’s a subtle communication technique that can enhance connection and trust with the buyer.
• Anchoring
  This insight looks at the seller’s use of anchoring techniques to set expectations or position pricing or solutions favorably in the buyer’s mind. It involves introducing a reference point that frames the conversation around a desired outcome.
• Overall Performance Analysis
  A comprehensive evaluation of the seller’s performance throughout the call, considering how well they handled objections, maintained the &ow of the conversation, and aligned with the sales objectives and methodology. This analysis helps in identifying areas of improvement and strengths in the seller's approach.

Sales Methodology

This tool provides a structured approach to tracking key sales factors such as metrics discussions, identifying the economic buyer, decision criteria, paper processes, pain points, champions, and competitors. This feature ensures a consistent review of how these elements were handled during the call, offering insights for improvement.

•  Metrics Discussions
  This refers to conversations where the seller discusses key performance indicators (KPIs), targets, or other quantifiable metrics with the buyer.
  It’s crucial for aligning on measurable goals and ensuring that the solution can meet the buyer’s specific needs.
• Identifying the Economic Buyer
  This tracks whether the seller successfully identified the person with the final decision-making authority, typically the individual who controls the budget. Understanding the economic buyer helps tailor the pitch to their priorities and influences the deal's progress.
• Decision Criteria
  This factor focuses on understanding the criteria the buyer will use to make their decision. It includes features, pricing, support, or any other elements the buyer values, helping the seller align their solution with these priorities.
• Decision Process
  This tracks whether the seller uncovered the buyer’s internal process for making decisions. Knowing the steps, people involved, and timeline can help the seller navigate the deal more effectively and ensure they are meeting key milestones.
• Paper Process
  Refers to the buyer’s internal processes for contracts, legal reviews, and procurement. Understanding the paperwork and approval procedures helps in anticipating and addressing any potential delays in finalizing the deal.
• Pain Points
  This parameter assesses how well the seller identified and addressed the buyer’s specific challenges or issues. Recognizing pain points allows the seller to position their solution as a direct answer to the buyer’s problems.
•  Champion
  This tracks whether the seller identified an internal advocate within the buyer’s organization—someone who supports the deal and can help push it through. A champion can provide valuable insights and help in&uence other stakeholders.
• Competitors
  This focuses on whether the seller identified and discussed competing solutions the buyer is considering. Understanding the competitive landscape allows the seller to differentiate their offering and address potential objections head-on.
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Highlights

This feature summarizes the key points raised during the call by participants. This feature captures the most important moments, allowing teams to focus on significant contributions that can impact deal progression or strategy adjustments.

Scorecard

Aviso Conversational Intelligence Scorecards is a tool designed to help sales leaders,

managers, and reps provide structured feedback on specific calls. It ensures consistent review criteria, producing actionable data to improve coaching and performance across various stages of the sales process, including cold calls, demos, discovery calls, and more.

Key Features:

• Structured Feedback: Offers a consistent method for gathering feedback, improving coaching effectiveness.
• Customizable Criteria: Scorecards are tailored to specific use cases, distinguishing successful calls from those needing improvement.
• Multiple Scorecards: Managers can assign multiple scorecards to target specific coaching opportunities.
• Coaching Opportunities: Provides insights at various stages of the sales process.
• Filtering & Reporting: Enables users to filter scorecards for specific teams and generate reports to measure coaching impact

Inbox Tab

The Inbox Tab displays unmapped calls, allowing you to view and edit important details like the interaction summary, positive and objection moments, and the overall call summary. You can also assess the competitive landscape and outline next steps and actions for each call.

Once the call details are verified, you can move the call to the Accounts section.

A key feature here is the Email Assistant, which helps you generate emails based on your prompt. You can choose from suggested prompts or create your own, generating both formal and casual emails. After inputting the prompt, you’ll receive three options to select the best one
 

Ask Anything and Discussion Sidebar

The Ask Anything feature allows you to get AI-generated answers to questions related to the call, providing instant insights and guidance.

The Discussions section enables real-time collaboration with your team members about the deal. You can also link your Slack channel to keep everyone connected and updated, ensuring seamless communication and timely updates regarding the deal.