By: Valuetech
In the high-stakes world of sales and dealmaking, every word, pause, and inflection carries weight. A study by Gong.io reveals that sales professionals who recognize and react to subtle conversational cues may significantly improve their win rates. However, identifying these signals in real-time, particularly in remote or virtual environments, can be a daunting task.
Enter Substrata, an AI-powered tool designed to decode the unspoken language of communication, offering sales professionals and dealmakers a unique advantage.
Understanding the Unspoken
Substrata operates on the principle that what isn’t said often matters more than what is. Using Social Signal Processing (SSP), the platform analyzes the nonverbal aspects of digital interactions, such as tone, pauses, and speech patterns. In fact, Substrata uses over 10 proprietary AI models to detect all behavioral signals, including both verbal and nonverbal cues. These insights are then synthesized into actionable intelligence, helping users precisely navigate complex negotiations and interactions.
The tool’s capabilities are particularly relevant in today’s business landscape, where hybrid and remote communication dominate. After all, traditional cues like body language are often absent in email and virtual meetings. Since all a user can see is a block of text or a small screen, it is often harder to gauge a prospect’s true feelings or intentions.
Substrata bridges this gap by capturing and interpreting the subtle conversation dynamics, empowering users to craft more effective responses.
A Valuable Resource for B2B Sales Teams
For many sales professionals, understanding a prospect’s underlying sentiment can be the difference between closing a deal and losing it. Substrata offers tools like the Selling Zone and Next Move Wizard, which evaluate verbal and behavioral cues to provide tailored recommendations for each stage of the sales process. These two features fine-tune your communication and bring your conversation into the Selling Zone. They simulate your next move to help ensure you convey the right signals to drive the deal forward.
For instance, imagine seeing a potential client’s email become shorter and sound less enthusiastic. Substrata might flag this shift as a sign of waning interest, prompting the salesperson to re-engage with a personalized offer or address potential concerns. Interpreting these subtle, unsaid signals can help sales professionals adapt their strategies in real time and improve their chances of success.
The platform has shown a significant impact on sales metrics, improving win rates and reducing the time required to close deals. Additionally, users have experienced a notable increase in booked demos, demonstrating the tool’s effectiveness in driving results.
Empowering Dealmakers
Substrata’s applications extend beyond traditional sales scenarios. Dealmakers, including founders, CEOs, and business development professionals, can also benefit. It can help decode power dynamics and identify hidden agendas, proving to be an invaluable tool during negotiations.
Consider a high-stakes merger discussion. Analyzing speech patterns and communication styles can highlight shifts in alignment or tension among stakeholders. These insights allow dealmakers to adjust their approach and steer the conversation toward favorable outcomes.
Substrata also excels in mapping hierarchical structures within organizations. This knowledge allows dealmakers to tailor their messaging to the true influencers in the room.
AI
Substrata’s AI engine is trained to analyze vast amounts of conversational data. It goes beyond surface-level text analysis, delving deep into the rhythm and flow of communication. By identifying patterns and anomalies, the AI gives users a detailed understanding of their counterparts’ mindsets.
Unlike traditional analytics tools that offer retrospective insights, the platform operates dynamically, allowing users to adjust their strategies on the fly. This agility is particularly crucial in fast-moving industries, helping users pivot to make or break a deal.
A New Era of Communication
Tools like Substrata are redefining how professionals interact. They equip them with a deeper understanding of their counterparts, enabling more meaningful and productive engagement. Substrata’s AI-driven insights offer a glimpse into the unspoken dynamics of communication.
Published by Jeremy S.
