Chorus by ZoomInfo

Works within our Salesforce or Pardot workflow.
We also use Outreach.ai to sort of control or manage or prompt the next steps in the sales cycle.
So we can use Chorus.ai to manage or review the Outreach.ai compliance.
We use Einstein in Salesforce to track activities so we know that prospects are being nurtured appropriately.

This will sound silly... but marketing uses it as a free transcription service. You can drop an MP4 file from a webinar, etc. and it will automatically transcribe it.
Accuracy is a bit low. Maybe 90 % vs a professional or tool at 95%. But it's a free service built in so that use case saves us a few hundred bucks each time.
It turns casual conversation with subject experts into raw material for blogs, etc.

Super handy.

Haven't had much interaction with Chorus.ai' s customer support
The account rep has been amazing though...reaching out regularly and proactively to encourage usage, expand use case, share tips/tricks, etc.
They've also provided a number of webinars to help increase use/understanding of the tool's vast capabilities.

Haven't had to tap into support because we haven't had many problems. It's a pretty simple tool.

I will say though integration with Salesforce has been a bit clunky. Doesn't play as well with others as I might like.

be sure to deploy FULLY... specifically the custom tags. These do take an effort to optimize but can be worth it in terms of automating processes

The transcription (from a pre recorded mp3) is also surprisingly useful -- but not at all intuitive so hunt around and take advantage of that feature.

Have someone (martech ops etc.) dedicated to at least a few hours a week to look at the tool and make sure you're maximinzing it's usage by sales/marketing

Be sure to make it automatic --- it should just pop up on certain zoom calls and reports/analytics should go to managers automatically.

reviewing calls with reps on a regular basis
automatically sending them the chorus AI reviews
and using the systems automatic comments to provide feedback to reps. its a bit high level... so take with a grain of salt. but it's a good start point.

save time on deal review -yes, for sure.
also we have been able to improve certain analytics to ensure that we're staying more or less on brand and aligning with marketing's positioning efforts.

we have integrated with salesforce. We have not been able to directly link this to pipeline... I'm not convinced that this is an appropriate use case for chorus

HOWEVER... what is useful is being able to see the chorus activities in Salesforce to support metrics around last touch point, recency, engagement, etc.

there's a correlation of course between engagement (quality) and pipline... but it's spurious to say that this is "chorus"..... the engagement could be any number of medium -email, outreach.ai, phone call, zoom chorus, marketing blitz, nurture, other.

BUT... certainly having the system allows for easire tracking with out reps having to input additoinal information.

be sure to deploy FULLY... specifically the custom tags. These do take an effort to optimize but can be worth it in terms of automating processes

The transcription (from a pre recorded mp3) is also surprisingly useful -- but not at all intuitive so hunt around and take advantage of that feature.

Be sure to make it automatic --- it should just pop up on certain zoom calls and reports/analytics should go to managers automatically.

Fits perfectly in tech stack as a powerful sales enablement tool. I have not used a similar tool before though.

Onboarding and improving conversational, demo and presentation skills as well.

Have not engaged support before. Did not need to so far.

Once I am assigned on a deal to assist the AE with, I can track all interactions in terms of emails going back and forth between my team and the prospect and also all past meetings/recordings so I can get an overview of what happened, what is happening now and what needs to be done to successfully reach a positive output for that engagement.

Momentum has allowed us to gain a better view of overall deal health as we are able to better understand the historical context of the deal. Deal risks are instantly pinpointed so that one could analyze, prioritize and coach the sales team on different deal stages and act accordingly.

You get to save a considerable amount of time using Chorus as you are given the ability to skim through meetings and jump right into what matters the most without having to go over the whole course of a recording.

The integration offered between Chorus and Salesforce is a powerful one that enables you to have your customer meetings, including notes, automatically captured, tracked, and added to your Opportunities. The automatically captured data could be used in your reports in Salesforce so you can take advantage of this data to gain more visibility and insight.

You always need to review your work, conversations and activities with prospects in order to get better and improve and Chorus is a brilliant tool that is a must have in any sales organization.

Chorus.ai links with our Zoom accounts and our Salesforce accounts. This is relatively standard for a call recording tool, I don't wish that it integrated with anything else that it does not currently integrate with.

Chorus.ai has a great sales and success team. They took the time to really understand our needs and use cases. Their product is easy enough to use that we rarely have to reach out to their support team. They have a great help center that empowers Account Executives (users) to find answers themselves vs asking our team.

Take advantage of their wonderful customer success team. Chorus' team is very responsive and helpful in setting up Chorus and making sure that it's accomplishing your goals. Another suggestion is to clearly define what your goals are with chorus and how each role will interact with the tool. This will help you measure success of the tool and make sure there is internal alignment on how Chorus is used.

As a manager, Momentum has been incredibly helpful in illustrating gaps in deals as well as deals that are going well. It serves as an AI function that allows me to better forecast up to my management based on insight about each specific deal. It also helps tremendously with real time coaching in 1:1s as it prompts me with deals to bring up that may be stalled.

Yes, Momentum has helped primarily with forecasting and highlighting deals that may need attention in order to get it over the line. It also helps reps better understand when they should be qualifying deals in or out.

Momentum has helped me achieve more accurate forecasting, more efficient 1:1s and increased win rate

We have not integrated it with our Salesforce CRM but we mostly do forecasting manually outside of our CRM so Momentum has helped tremendously with that

Chorus has been a success among managers because it helps us do our jobs more effectively. As I mentioned previously, having internal alignment on the goals and usage of Chorus is paramount.
I've also learned that if you position the value of Chorus for individual reps, it will increase their adoption of the tool as well.

scorecards and next steps
these two help identify easily how to handle conversations

na

The ability to hear high volume sales professionals' phone calls and self reflect and coach by hearing other "wins"!

Good as far as I know.

attend training modules and become familiar with the product overview and features.

seeing the scorecard and being able to identify key words and next steps are vital to a second voice or "save" call

yes, as previously mentioned, this provides insight into previously called accounts

decreased deal review time.
deeper discovery by identifying what has been asked/not covered

na

being able to review deals from other reps has increased key words and phrases that do help in closing deals.

everyone is able to learn together through this platform

Chorus is being used by our entire sales & CS effort across the company to eliminate lost details, communicate active opportunities across the organization, build a "best practices" library for onboarding and up-leveling our reps, and personal coaching & feedback. It reduces ramp time, increases deal sizes, and increases our win rate.

Being able to curate and document successful calls, skills, & strategies has been a game-changer. Being able to share a snippet of a call with your manager and get feedback is amazing. Having that fail-safe in the background for call details brings peace of mind and more confidence to each call.

I would advise them to develop a plan on 1) how they expect the reps to leverage Chorus in their own work and 2) how they plan to leverage Chorus on a company wide scale. It is such a valuable tool when there's an emphasis put on regularly reflecting on calls/using them to get better. But if it's just a tool given to the reps and then left to its own devices to be used, it could fall flat.

Momentum is definitely a newer feature for us but it's a great concept. I do like being able to, at a glance, look at a deal and see if there's been regular activity over time/how much activity. It is very telling on whether the opp has legs or is more smoke/hope.

Absolutely it does help with overall visibility. Again, going back to my advice to new Chorus customers, this feature needs to be talked about and regularly reviewed if you want the reps to get anything out of it. I stumble across it here and there and it's very helpful, but it's not a regular part of our deal review so there's a lot of value left on the table.

Momentum is a great litmus test on whether opportunities are legitimate. We do not use this as part of our deal review, however, I do think it would be helpful. As a manager, it would be very easy to quickly review the Momentum of top opportunities going into a deal review to see what's actually going on. Less momentum, more questions I'd have on where the deal is at.

We have integrated Momentum into Chorus, but we are not systematically using it validate and forecast deals. It is mainly on a rep by rep basis that it is used. Maybe Chorus communicated all the value to the folks that manage the software internally, but it has never found its way into a top-down initiative/thus never been prioritized.

Chorus has been an awesome safety blanket for catching any notes & nuggets throughout the discovery process. There really is so much valuable information captured, but whether it's reviewed or not is what I feel like is the biggest issue. If sales leadership isn't pushing management to actively review calls with reps, it seems to get pushed to the wayside except by the self-driven reps.