Intersight uses AI, grounded in each company’s data sources to generate guidance and suggestions for sales professionals. This helps sales professionals prepare for their meetings and personalize their approach to each deal.
Intersight provides contextual, relevant guidances to give sales professionals useful insights about each prospect (persona and account) —along with directional talking points and messaging to enhance your conversations. By analyzing your company’s sales data –meeting transcripts, emails, and other interactions from closed-won deals – Intersight uncovers proven tactics, best practices and common patterns that work best for your company and uses these learnings to provide tailored guidances for each deal.
Specifically, Intersight's AI generated guidances help sales professionals to:
- Understand each prospect’s context: Sales professionals can gain a clearer sense of their pain points, business outcomes, and priorities.
- Anticipate questions and concerns: Sales professionals can prepare for potential objections and inquiries with confidence—while staying agile enough to adapt to real-time feedback.
- Tell relevant customer stories: Sales professionals can see past wins and customer success stories best aligned with a prospect’s situation to build trust and credibility.
- Tailor their approach: Sales professionals can combine AI-driven guidance with their own knowledge and personal experience to tailor the conversation around what matters most to each prospect.
By combining these insights with their own expertise, sales professionals can build stronger, more personalized relationships and ultimately increase their likelihood of closing deals.
Guidance topics
- Likely desired business outcomes
- Likely process/workflow challenges
- Likely desired product functionality
- Our role and solution in addressing the prospects' challenges
- Challenges & feature alignment
- Customer stories to tell
- Product positioning suggestions
- Competitive differentiation messaging to use
- Competitive winning strategies
- Winning positioning tactics
- Suggested winning strategy
- Likely questions about product
- Likely questions about implementation
- Concerns they're likely to have
- Addressing prospect concerns
- Questions to ask next
Guidance topics relevance
Certain guidance topics are tailored to each stage of the deal. As soon as a topic no longer applies to the current stage, it’s automatically removed from your view, ensuring you only see the most relevant information.
For certain topics—like “likely desired business outcomes” and “likely process/workflow challenges”—Intersight provides persona-specific suggestions, tailored to the buyer personas and job titles your company engages with most frequently.
How to access AI Guidances
Within each open deal in Intersight, you will find a Guidance Tab. Intersight automatically generates guidances for 10 most recent and relevant open deals assigned to each sales rep. If an open deal does not have any guidances pre-generated and is eligible for guidances, you will see a button on the Guidance screen to generate guidances for that deal. After you have initiated guidance generation for a deal, it may take up to 30 minutes for guidances to be generated.
How guidances are generated
Guidances in Intersight are grounded in factual information sourced from your organization's deal data, such as meeting transcripts and emails from your company’s closed-won deals.
By connecting to your company's CRM, conversational intelligence platform (or native Intersight meeting recording solution), and email service, Intersight can access detailed sales activities (meeting transcripts, emails) from past, successful deals that closely resemble your current opportunity (e.g., same segment, industry, buyer personas, and/or use case). Intersight then analyzes these data sources to derive these guidance insights.
Intersight uses the available standard fields/properties on Company and Deal objects from your CRM to determine which deals are similar to one another. Intersight also provides system administrators with the option to customize this setup for their organization.
Guidance relevance and helpfulness
Intersight AI guidances relies on learnings derived from your company’s past successes, drawing on the dataset of closed-won deals—meeting transcripts, emails, and other sales interactions—specific to your organization. When Intersight offers a recommendation, it cites specific deal and speaker, so you can see that the insights are grounded in real conversations. Intersight does not access external sources (e.g., websites) to generate the guidances.
Terms to Know
What is LLM Inference?
LLM inference is the step where a large language model, after being trained on extensive text data, uses its learned knowledge to make predictions or generate responses. This process is central to how LLMs operate and is what enables them to engage with users in a context-aware, meaningful way.
Disclaimer: Although we have taken multiple steps to improve the accuracy of AI-generated outputs, Large Language Models (LLMs) can still produce incorrect information or “hallucinate” facts due to their non-deterministic nature. They may also display inconsistent levels of confidence and sometimes fail to express uncertainty clearly. Consequently, the guidance that Intersight provides should be treated as directional rather than taken as absolute or fully verified.