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Lunavi helps buyers advance their digital transformation goals by building modern technology solutions, operating efficient and dependable infrastructure, and applying Agile and DevOps practices to create innovative applications. It has a complex consultative process and relies heavily on building relationships with potential buyers through video calls.
By implementing Q for Sales, Lunavi has reduced sales onboarding time by 50% and improved buyer experience by driving more effective sales outcomes
CHALLENGE
Communication Roadblocks Obstruct Sales Processes
Working closely with clients to help them successfully navigate their IT journey, Lunavi relies heavily on video calls to build relationships with buyers. However, navigating buyers’ emotions and pain points over virtual communication was a challenge.
Between technical issues, misinterpretation, miscommunication and the inability for the sales team to capture every detail regarding sentiment on every call, Lunavi was missing out on maximizing customer conversion rates.
Lunavi was looking for an AI for sales solution to help identify key moments in video calls and give the sales team insights on how to best meet customer needs. With a growing sales team base, Lunavi also wanted to simplify and accelerate the onboarding process for new team members.
After identifying its needs, Lunavi chose Uniphore’s Q for Sales as the solution it needed to improve its sales processes and enhance customer interactions.
SOLUTION
Pinpoint Customer Pain Points and Identify Key Moments for Sales Team Training
Lunavi integrated Q for Sales into its process, utilizing it for every interaction from discovery to closing. Q for Sales analyzes visual, verbal, and tonal cues and provides real-time guidance and insights that identify buyers’ pain points. It enabled the sales team to extract key insights during customer interactions and tailor solutions to meet buyers’ precise needs.
Instead of taking notes on calls, Q for Sales allowed the sales team to fully engage with the customer. Once the call was over, Q for Sales automatically placed insights directly into SalesForce, clarifying for team members on future calls and identifying cross-selling opportunities.
With Q for Sales, Lunavi was able to:
“Q for Sales’ ability to pull out key moments is really important when we’re onboarding new sales team members. One team member is able to work with another to unlock great insights from a great call. They can then replicate that throughout the rest of the organization.”
Shawn Mills, President of Lunavi.
RESULTS
Surge in Sales, 2X Sales Team Effectiveness, 50% Faster Onboarding
Q for Sales improved processes across the board for Lunavi by helping it shift to improved consultative selling and leveling up the sales team’s capabilities. Lunavi accesses an average of three meeting summaries per business day, constantly referencing the valuable insights provided by Q for Sales.
Since the implementation of Q for Sales, Lunavi has:
“Q for sales really extended our sales management organization. It has provided great insights for a more successful sales process. Being able to see how great our sales team is has just given me confidence that we’re meeting our clients where we need to.”
Shawn Mills, President of Lunavi
Mills plans to continue using Q for Sales to support Lunavi’s ongoing growth and solutions for its clients.
COMPANY
Lunavi provides end-to-end solutions for IT infrastructure and application development, delivering modern technology solutions to its buyers.
"Q for Sales takes a 10-person sales organization and makes them equivalent to a 20-person sales organization."
Shawn Mills, President
USE CASE
Increase sales efficiency and deal management with conversational analytics and conversation intelligence software
GOALS
SOLUTION
Q for Sales and its AI-powered insights, offering clarity on how to effectively keep prospects engaged and deals moving forward.
Uniphore’s Q for Sales provides real-time, data-driven insights into buyer engagement, sentiment and emotion as well as seller performance.