Hi everyone, I'm Sebastiano. I follow the go -to -market part of Zelle. Zelle is an Italian -German startup built from Alberto Garagnani, that unfortunately couldn't be here today because he's based in Berlin.

The Pressure of Sales

But before we start, I want to ask a question. Is anybody here that works in sales? Please raise your hand. Okay. I'm sorry for you guys. No, joking.

working. Actually, as I say, it's like a great job, but you can be according to me that it's a really high pressure job. You know, every day you have to do all your calls and all your calls are important and every deal counts if you want to reach your goal.

And also every every target is difficult to achieve so if I be an athlete I will say every day is like a game day, right?

But there is a big difference between an athlete and a sales. An athlete spends 90 % of their time training himself and only 10 % of their time is dedicated to the performance. A sales instead dedicate dedicate 100 % of their time performing and usually 0 % of the time is spent to the training. It's a big paradox, what do you think?

Introducing Zelle: AI-Powered Sales Coaching

And exactly here is where Zelle is born. Zelle is an AI tool for sales coaching that with only 5 minutes a day can help you to improve your sales skills.

Okay, how we recording the calls, review with an AI algorithm, and then we can give you a feedback based on your really safe calls.

How Zelle Helps Sales Teams

Here in the team management part and reporting and coaching insights, what you will be able to do is to filter your team by a type of call, in this case the discovery call, and you will see all the areas that you're tracking, and most importantly, you will see how they're evolving.

Now in this example, this scorecard is the reach of categories. We actually advise to have four to five, but in this case it's an initial assessment, so we want to have a good lay of the land and a good feeling for all the categories we might want to evaluate.

In short, what you're able to do here is to see the average performance of your team from one to ten, the average quality potential, which is a number that tells you how much your team can grow, and the average engagement that tells you the number of feedback they are reviewing independently. This is really important to basically know if the feedback the AI is generating is being consumed.

it.

Identifying Coaching Priorities

Looking here, we are able to identify the areas where the team needs the most support, report, and especially the evolution of this over the last period. So in this case, we see the most critical one is the referral ask, which happens really rarely and it's also decreasing compared to the days preceding.

When you go down, you have the list of the people in your team and the different categories ordered by importance. What you can do is open referral ask and immediately you will see the conversation session where this happened, the feedback they left, and

you will have the option to save this call for a one -to -one, for example, or to reply a comment that both the AI and the person will.

The more you use this, the more you reply to comments, the more the AI learns what you're looking for and what feedback you would have given.

So if in this case you don't agree that they should have asked the referral because of X reason, you can say that in the reply, the user will see it, the AI will see it, and next time it will reason otherwise.

Reviewing Call Feedback in Context

We can look into other categories. For example, we can look at pain quantification.

So what you can see here is that the AI automatically extracts a part of the conversation, which is not that long, and it shows what happened here. So here you are able to listen to the specific fragment and check the feedback.

In this case, it has a massive quantification opportunity dropped, Chad literally said on a really good night, he sells 10 digital tickets and most people want cash. And that's a problem that we could have dictated more.

Finding out how many fans go to the gate, what percentage is cash, and looking at the cost of reconciliation at the end of the night.

So as you can see, this feedback is really detailed and based on the the playbook of the company and not the general AI -lacking context. And it selects a fragment of the call, which allows you to review this one and not the other.

Once you review one of the feedback when you reply, it automatically collapses so you have an idea of how many of the conversations of your team you have reviewed so far. And of more strategical one that require more of your attention.

Here as well, another case where they moved quite quickly into the demo without asking more questions to dig into the panel.

So this is an example of how Dell is able to learn more about your business than the average tool and provide an insight which is quite straightforward and simple for example, and that then the user is able to do that.

A Daily Feedback Experience

And this is how the feedback is delivered to the user. So the user logs in to Zelle once a day and in five minutes they're able to review ten key snippets from calls they did and basically accept the feedback or contest it and complain about it. So they can have this quick feedback, feedback, review the conversation and understand what they did wrong.

What's coming next is that Zelle will automatically group feedback by main area and then also assign a small exercise to solidify your knowledge, creating personalized training plan on the go. And all that the user needs to do is to come here and complete a five minute session every day. And then, of course, extend the streak and gain points in the lead -up.

Okay. Thank you, Alberto, for the demo. So, as you can see, the tool is quite simple to use. All the information is easy to achieve. So, big up to Alberto.

Traction and Vision

And some numbers. With that we raised 600 ,000 euros in Precede with a valuation of 4 million and our goal is to achieve 500 ,000 of income in the next six months.

I also want to give you some funny data because we start with zero minutes a day to training training, you know, and now we talk about 135 % of the completion rate. So we are talking about another training. So it's like seven and a half minutes a day that says training themselves with Zelle.

So a big goal to achieve and this is our vision, you know, we are trying to change the way to think about the sales coaching so thank you for your listening