Summaries

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Overview

Momentum’s Summaries product ensures you never miss an important update from your sales calls. Using advanced AI, Summaries transforms every call into actionable data within your CRM.

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Key Benefits:

• Automated Note-Taking: No more manual note-taking. Summaries automatically logs notes from every call into Salesforce.
• Instant Insights: Receive shareable summaries directly in Slack, providing key insights to your team in real-time.
• Trend Identification: Spot important trends such as churn and pipeline risks early and act on them without delay.
• Time Savings: Save up to 10 hours of listening time per week, allowing sales managers to focus on coaching and strategy.

”We use Momentum to automate note-taking and call summaries across our company. It’s fantastic—helping to deliver customer insight straight to our CEO and engineering team. I’m mindful of the tradeoff of giving my team more ‘work about work.’ With Momentum, we drive the insights we need, while saving our sellers a ton of time.”

Aaron Bartel, VP of Revenue @ Harmonic

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Key Features

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Programmable Summaries

• Slack Integration:
  • Customizable summaries posted in Slack as per team requirements.
  • Fine-tuning options for where and how summaries are displayed.
• Salesforce Integration:
  • Automatic creation of notes in Salesforce.
  • Customization based on Salesforce object rules.
• Customization:
  • Fully customizable summaries focusing on areas of interest depending on the call type.

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High Degree of Refinement

• Configurable behavior based on Salesforce object rules, such as opportunity stages or account ARR.
• Suitable for companies of any size, from small teams (5 reps) to large enterprises (2500 reps).

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Use Cases

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Cross-Functional Visibility

• Direct Delivery from Field to Management:
• Provides executives with direct visibility into field operations, minimizing middle management layers.
• Enhanced Deal Handoff:
• Collects unstructured context in CRM notes, aiding in smooth transitions between reps or during post-sale processes.

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Focused Capturing

• Refinement and Noise Reduction:
• Summaries can be tailored to capture essential information, removing unnecessary details and reducing clutter.

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Multilingual Support

• Language Standardization:
• Supports multiple languages, offering unparalleled visibility and standardization for global sales teams.

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Getting Started with Summaries

1. Integration Setup:

• Setup Momentum AI with your preferred call provider
• Configure summary preferences and rules based on your specific business needs.

2. Customization:

• Define the areas of interest and focus for your summaries.
• Set up rules and configurations in Salesforce to ensure relevant data is captured.

3. Optimization:

• Fine-tune where and how summaries appear in Slack for optimal team engagement.
• Regularly review and adjust settings to align with evolving business priorities.

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Creating a Summaries Workflow

You can create as many summary workflows as required. A single call can match multiple workflows based on the Salesforce data rules you establish. This allows for the creation of a dedicated summary focusing on discovery analysis for a call while simultaneously analyzing the same call through a summary focused on representative coaching. With different summary workflows, you can generate various styles of summaries and notes and deliver them to the appropriate audience in Slack, who have an interest in different aspects of the conversation.

Navigate to the Summaries Section:

• In the Momentum administrator, go to the Summaries section.

Create a New Summary:

• Click the button to create a new summary.

Setup Salesforce Rules:

• The first section of the creation process involves setting up Salesforce rules.
• Here, you can specify which calls will be detected and handled by this new Summaries workflow.

Configure the Summary’s content:

• The second section involves the configuration of the summary itself.
• You can turn different features on and off using toggles here. These features are reflected as threaded messages where follow-up emails can be seen and Autopilot fields.

Set the Destination:

• The final section involves configuring the delivery location for this specific summary workflow.
• Here, you can select options such as public channels, direct messages to specific people, or dynamic choices based on the Salesforce object to which the call is mapped.

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How do my team’s calls get mapped to Salesforce objects?

Momentum Summaries analyzes attendees in specific calendar events to determine which Salesforce object a call is most likely related to. By using contact and lead emails found in your CRM, Momentum can link a specific calendar event, including its Zoom or Gong call, to the most likely corresponding Opportunity, Account, or Lead. This mapping is automatically established, and once complete, Momentum navigates the different workflow rules to determine which Summaries workflows should handle the call.

In situations where multiple opportunities involve a specific contact that’s attending your call, Momentum will determine which opportunity to use based on the most recent updates. Typically, the opportunity with the latest modifications is most likely related to the current call. This approach is similar to the logic used by call recording products like Gong, Chorus, or Clari Copilot.

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Advanced Use Case: Create Different Summaries depending on the Opportunity Stage

As your use of AI summarization matures, you’ll likely want to refine the notes that Momentum generates from your team’s calls. For example, you might want different types of summaries for a discovery call versus a pricing negotiation with a deal about to close. This can easily be accomplished by creating two Summaries workflows that partition these different types of calls using Opportunity stages in Salesforce. This involves configuring rules in Salesforce to separate the different calls, thus avoiding duplicate handling.

As you’ll be handling different calls, it’s important that you specialize the content of these summaries, in addition to their ultimate destination. For that exact use case, Momentum supports the use of the Custom Prompt feature for your summaries.

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Advanced Use Case: Deliver Summaries to Reps and their Managers

Depending on the size of your organization, sharing summaries in a single channel might overload your team’s capacity to read them. When using Slack, it’s crucial to maintain a balanced signal-to-noise ratio. For larger organizations, our customers typically set up Summaries workflows that deliver in Slack via specific Group DMs for the representative who owns the Opportunity and their manager. Alternatively, they leverage Momentum’s Account Rooms to place summaries in a channel monitored by all stakeholders behind a deal.

These arrangements can be easily made by leveraging the Active User Lookup feature in the final step of our Summaries wizard:

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Conclusion

Summaries is your ultimate tool for transforming how your sales team captures and utilizes call data. With automated note-taking, instant insights, and customizable summaries, you can significantly enhance your team’s efficiency and decision-making capabilities.

Ready to streamline your sales calls and boost productivity? Sign up for a free trial of Momentum’s Summaries today!