Wisco Weekly

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It is often said that the best sales professionals listen more than they talk. And whether you would like to admit this or not, we all are some version of a sales professional. We may be selling a customer a product, selling our boss an idea, or even selling our spouse on a holiday vacation. In order to get better at selling, then you must practice listening.

Call tracking is not a new technological advancement, but it does carry many practical purposes. When customers call into a business, their phone call is logged and recorded. The recording may be used for internal training purposes, for instance, to practice listening to yourself. Or the recording may be used as evidence for a dispute.

One area of call tracking that has evolved is the ability to gauge sentiment. Sentiment is not a linear metric. It is not voice + length of call + keywords = sentiment. Rather, you must combine a variety of data points to create a new model that would yield in the ability to measure the sentiment of a caller.

Here is another sales adage: It’s not what you say. It’s how you say it.

On today’s episode, we feature Anthony Giagnacovo, CEO of CallRevu, and Steve Laureys, Senior Director of Sales of CallRevu. Together, they are pioneering how calls are measured through a new metric of sentiment. As phone calls are tracked and machines are trained to identify ‘how you say it,’ then businesses can listen better to their customer’s needs. And when you use data to optimize the customer journey, then you are also delivering a customer experience.

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The term 'mobility' often takes on different definitions depending on the context. According to cities, mobility is associated with the movement of people and goods. Movement of people and goods on scooters or ebikes are defined as micromobility.

In a dealership environment, mobility has been traditionally reserved for disabled persons. Think of a van which has been gutted on the interior for wheelchair access, or where the suspension has been modified in order to bring the van closer to the ground for the installation of a ramp.

In order to understand how mobility is being redefined at a dealership, it is best to take a macro view of the technology platform on real-world applications.

On episode #91, we hear from Sam Baker, Co-founder and Chief Operating Officer of Wunder Mobility. Wunder has a variety of mobility solutions for real-world applications, and understanding how a single technology platform can solve these problems better communicates how the term mobility will be redefined in a dealership.

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Part 1 of 2

The digital advertising marketplace remains unregulated and unmonitored, with an estimated $19 billion wasted on ad fraud in 2018. One particular area of fraud is the accuracy of location data. By 2022, location-targeted ad spend is expected to hit $38 billion in the US alone. Yet a significant chunk of that spend -- anywhere from 30% and as much as 80% -- is being wasted on inaccurate, poor quality, and fraudulent location data. Now why does this matter?

Advertisers and marketers alike attempt to not just target you with ads, but they want to serve to you the right ad, at the right moment. Time and space are vital in order personalize a customer experience. When you have bad actors, who game the system, who manipulate location accuracy and pawn it off as accurate, it prolongs the behavioral adjustment for common folks to trust that companies are doing right with our data.

But there's a new sheriff in town. Our guest today has 30 years experience not just in marketing, but specifically the Madison Avenue kind of online marketing -- you know where marketing campaigns are created with billows of cigar smoke and the rarest single barrel scotch flows like Niagara Falls.

Particular areas of expertise for our guest is mobile strategy, mobile marketing, mobile application development, SMS campaigns, among others. Currently, he serves as President of the Americas for Location Sciences, a publicly traded information services company on the London stock exchange.

He received his Bachelor's in Fine Arts from Syracuse University. Please welcome Mr. Warren Zenna.

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The application of data in the automotive retail environment becomes exponentially beneficial when sales professionals can speak to the motivations of a customer buying or servicing a car. The journey of our guest, Steve DeWitt, from dealer executive to now working at the leading automotive company for predictive analytics, automotiveMastermind, shares some valuable insight into how automotive retailers can better talk to customers. And spoiler alert, his insight on delivering a better customer experience was derived when he was a dealer executive being pitched by vendors. Now, the tables are turned. Tune in to episode #89 to hear how automotive retailers can better present themselves to customers.

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An intrapreneur can capture the creativity and excitement of an entrepreneur, and have more access to resources and less exposure to risk. In this conversational journey, our guest shares his insights on AI's impact on the workforce, pivoting strategies as a startup, and the culture and benefits of a German education.

Sven Hackmann serves as CEO of NEXT Future Transportation, a robotics and artificial intelligence company that is developing a modular autonomous electric vehicle fleet, and the supporting operating system to bring its transportation-as-a-service solution to market at scale. Sven is recognized for creating exponential growth initiatives for both public and private companies.

He spent 12 years in various leadership roles with Siemens and was widely recognized as an intrapreneur for supporting the launch of multiple businesses.

What is NEXT?

 

What's next for NEXT?

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