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When you’re overseeing a sales team, pipeline visibility is crucial. That includes details like which deals are accelerating and which are falling through the cracks. For Rachael Nemeth, CEO of Opus Training, this was just one of the issues she wasn’t sure how to go about solving.
The solution? An intuitive AI-powered sales tool made to improve performance while giving managers the pipeline visibility they need. Here’s how Pod sharpened the Opus Training team’s skills, and gave Rachael the clarity she was looking for.
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The Opus Training team has AEs who are consultative sellers. For Rachael, the big sticking points were twofold: one was getting proper visibility into the team’s pipeline, and the other was coaching the team to bring potential deal solutions to her rather than solely problems.
The former had to come before the latter, meaning she needed that clear view before she could have meaningful coaching conversations. On top of that, the Opus team didn't yet have a VP of sales, so Rachael had to take this on in addition to her duties as CEO.
Rachael knew they were following a pretty standard model for managing teams, but she also thought there had to be a better way of doing things.
“I’d say we’re a team that’s always looking for efficiency. We’re trying to do more with less. There’s value, where we’re at, doing more with our dollars. We knew the more we could invest in meaningful tools that aren’t duplicative and give sellers ownership over their pipeline, the better off we were.”
She brought the issue to someone in her network, who recommended using Pod to fill the gaps.
“As soon as we started working with Pod, we sort of shifted how we were managing everything. My team could get sales framework summaries quickly, identifying which gaps they needed to fill before walking into a call. It was extremely helpful.”
Every seller has been there. Scrambling to re-read all prospect notes, and checking the contact, company, and deal-level in case they’re missing anything critical before hopping into a call. But Pod’s framework analysis scans all touchpoints and provides a detailed summary for teams like Rachael’s in seconds. Sellers know which parts of their framework they’ve hit, which they’ve missed, and exactly what to cover in the meeting.
The Opus team also used Pod to tighten their strategies and boost performance. Pod’s Prioritize functionality, powered by AI deal intelligence, allowed her team to see which deals to target first to make the biggest impact. Pod searches your pipeline’s historical data, including 30+ deal signals to tell you exactly where to focus. Rachael could use Prioritize to see exactly what her team was focusing on, making her workflow more efficient and effective.
“When you’re an AE managing 35 deals at a time, plus your power dialer, it’s a lot to sit on. It’s a time suck to sit back and say ‘Okay, I wonder what I should be doing next?’ So a lot of Pod’s value add was coming in the form of my team gaining quick pipeline visibility and ways to speed up their deals.”
One of Pod’s secret ingredients is that it guides reps rather than doing the work for them. Pod will teach a seller how to make smarter moves in countless ways, whether it’s with stakeholder recommendations, targeted multithreading, measuring a contact’s sentiment, or nailing the timing of follow-ups.
After using Pod for a few weeks, that sales guidance turned into improved discipline for Opus. Each seller was more focused, had more direction, and could do more independently— all crucial for lean sales teams.
“I will say there were a lot of really incredible learnings that came out of using Pod, including a lot more discipline that my sales team has learned as a result of it. My mid-market AEs have roughly two to five years of experience. It’s different for seasoned enterprise reps. As a manager at Opus, you’re contributing to educating people about sales while they’re selling for you. It’s a dual job, but that’s where Pod helps.”
When we asked Rachael how onboarding went for the Opus team, she had nothing but good things to say.
“I think, whenever you’re rolling out a software tool, you can be as confident as you want in how well the software itself is going to perform. But you’re also teaching teams how to use it, which is a completely different muscle. Pod held weekly office hours for us, so we could really dig in and optimize the tool. In the industry, we know that implementation makes or breaks successful use of a product, and successful implementations are done upfront. That care was evident with Pod.”
At Pod, the care and mission to help sellers close more deals, faster, won’t stop once the contract is signed. We pride ourselves on providing quality onboarding so teams like Opus know precisely how to use Pod for maximum effectiveness.
Pod accelerates sales cycles by an average of 20%, while improving win rates by 10%. According to Rachael, Pod is perfect for anyone looking for a solution that actively coaches their sales team, especially for more consultative sales motions.
As for what’s next for Opus? There’s nowhere to go but up.
“We’re just growing, very quickly. I’m just excited to grow, expand, and welcome more team members in the new year, and that includes growing the sales team significantly.”
If you’re looking to get better pipeline visibility, win more deals, and improve your sales team’s performance for the long term, give Pod a try. Our robust suite of AI agents is there to guide you through everything from high-level game plans for the week to tactical tips you can action every day.
Book a demo today to start building sales strategies that work, just like Opus training.
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