tl;dr: Echo helps B2B founders excel at sales calls by building and consistently executing their sales playbooks. We use a fine-tuned language model to automate the process founders undergo with sales coaches, assisting them in adopting and maintaining best practices. If you need help with this, let's talk.

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Hey everyone, we’re Tal, Noam, and Ido. We've been friends for over 15 years, built products together for the past four years, and are on a mission to help B2B founders get better at sales.

How we got here

Over the past two years, we've conducted hundreds of B2B discovery and sales calls. After repeatedly failing to qualify prospects and close paying customers, we realized we had to change our approach to sales. We read sales books, listened to podcasts, and consulted with sales coaches. What ultimately worked for us was the sales coaches' playbooks for each step in the sales process, and it worked like a charm. We finally had a structured process and knew what to say at each point. We started quickly disqualifying prospects and, most importantly, started closing paid customers repeatedly. Going through this process ourselves made us realize it could and should be automated without paying a sales coach $2-3k/hour. So that's what we're doing.

The Problem: Founder-led sales are unstructured

Founders often conduct sales calls without a clear plan and fail to follow best practices, resulting in missed opportunities. In particular, they fail to:

• Qualify prospects and eliminate window shoppers.
• Convince prospects to give their product a chance.
• Prove they can deliver value in a short period.
• Monetize their value and grow their revenue.
• Determine why a deal was won or lost.

This means an unclear path for improvement and a lack of understanding of what needs to change to increase revenue consistently.

Founders who attempt to resolve this issue by delegating to a salesperson spend significant money and time only to realize that this approach does not work.

The Solution: Personalized playbooks with a close feedback loop

Echo helps early-stage startups improve qualification, shorten sale cycles, and increase close rates in a repeatable way by building and consistently executing their sales playbooks.

Each playbook is a guide that covers questions to ask, information to share, and decisions to make during each discovery, demo, POC scoping, and closing call.

How it works

Echo will coach you similarly to how human sales coaches work with clients but in an automated way.

1. You fill in a brief about your company.
2. Echo will generate a custom playbook for each step.
3. You record your calls and share them with us.
4. Echo will generate feedback on execution and how to improve.
5. Playbooks are updated based on new insights from your calls.

Ask

• Share and upvote this post. It would help us a lot.
• If you are a founder at a B2B startup looking to improve your sales, book an intro call.
• If you have worked with a sales coach and are willing to share your experience, we would love to chat with you.
• If you hear other founders complain about their sales, please direct them to our website or introduce us at tal@echothat.ai.