Whisper agent

AI that listens to a live sales call and quietly coaches the rep in the moment — surfacing objections and the next best thing to say while the prospect is still on the phone. It is distinct from conversation intelligence, which reviews calls after they end. Learn more →

Conversation intelligence

Software that records, transcribes, and analyzes sales calls after they happen to score performance and surface trends. Tools like Gong and Chorus lead this category. It informs future calls but cannot change the one being analyzed. Learn more →

Real-time sales coaching

Coaching delivered during a live call rather than in a later review — a cue, nudge, or suggested response timed to the moment a rep needs it. The goal is to change the outcome of the call in progress. Learn more →

Objection handling

The skill of responding to a prospect’s pushback — on price, timing, authority, or interest — in a way that keeps the conversation moving instead of ending it. Strong objection handling answers the objection actually raised, not a reflex assumption. Learn more →

Talk-to-listen ratio

The share of a call a rep spends talking versus listening. Lower talk ratios in discovery generally correlate with better outcomes, because the prospect reveals the real problem when given room to speak. Learn more →

Discovery call

An early sales conversation focused on uncovering a prospect’s situation, problems, impact, timeline, and decision process — before pitching a solution. The quality of discovery usually decides whether the deal is real. Learn more →

Cold calling

Calling a prospect who has not expressed prior interest, with the goal of earning enough attention to book a next step. Success hinges on the opening seconds and on handling the early brush-off. Learn more →

SDR ramp time

The time it takes a newly hired sales development rep to reach full productivity — typically three to six months. Much of the ramp is spent learning to handle objections by reflex rather than from a script. Learn more →

Power dialer

A tool that automates dialing so reps connect with more prospects per hour, often dialing several numbers in parallel and dropping the rep into live conversations. A dialer increases volume; it does not coach the call. Learn more →

Sales call script

A prepared structure for a call — openers, questions, and responses — used as a guide rather than read verbatim. Scripts help with consistency but fall apart the moment a prospect goes off-script, which is where live coaching helps. Learn more →