Converting interest into engagement hinges on speed, clarity and customer experience (CX). Readymode, a leader of predictive dialing software for call centers and outbound sales teams, recognized that one of the most critical touchpoints in its customer journey – the Web form used to request demos – was falling short on these three fronts. To stay competitive and drive more meaningful interactions with prospects, the team reimagined their sales journey using AI and value-based selling. This case study explores how Readymode transformed the website demo request form into a smarter, faster and more customer-centric experience.
The Challenge: Improving Efficiency Without Compromising the CX
The company’s demo request process – often a prospect’s first touchpoint – was inefficient, manual and prone to delays, leading to drop-offs in engagement. Prospective clients would fill out a Web form and a sales development representative (SDR) would follow up to answer initial questions and schedule the demo. SDRs were spending too much time on repetitive tasks like answering basic questions and scheduling meetings, which limited their ability to engage in meaningful, high-value sales conversations.
With a high volume of demo requests, SDRs focused on repetitive tasks, limiting their ability to build relationships with high-value leads and accounts. The SDRs also needed help to effectively explain the value of using its software to differentiate Readymode’s products in high-level business conversations.
The Readymode leadership team needed a way to streamline lead qualification, speed up demo bookings, and create a more unified and professional buyer journey – all without sacrificing the human touch that B2B customers value.
When Readymode analyzed its demo request process, the team recognized the importance of addressing two core customer needs early on: clarity on product functionality and transparent pricing. Prospective clients often arrive with questions about these topics, so responding to these inquiries promptly and efficiently became a top priority.
The Solution: AI-Fueled Automation and Value-Based Selling
To solve for inefficiency and elevate the CX, Readymode implemented two strategic initiatives in tandem:
1. AI-Powered SDR Automation: Readymode deployed AI SDRs to automate and manage inbound demo requests from initial contact to scheduling. These intelligent systems instantly reply to prospects demo requests, address common questions about pricing and product functionality by pulling answers from a live knowledge base in real time, and schedule live demos. This freed up human SDRs to focus on outbound prospecting and relationship development with high-potential accounts.
By minimizing the need for human involvement at the start of the demo request process, Readymode simplified the demo scheduling workflow and sped up response times, removing bottlenecks and delivering a smoother, more seamless customer experience during the buying journey.
2. Sales Methodology Integration Across the Revenue Engine: To improve win rates by better communicating and selling with differentiation across sales and marketing, Readymode partnered with Visualize, a leading ValueSelling provider, to adopt the ValueSelling Framework®. The leadership team was trained first, then this proven methodology was rolled out across the revenue engine – from sales to marketing to AI SDRs to customer success representatives – to provide a common language and a consistent approach to customer interactions and unify messaging across the entire customer lifecycle.
Readymode also implemented a revenue technology toolset, eValuePrompter®, to integrate the ValueSelling Framework sales methodology directly into their CRM platform.
Key elements of the program included:
- AI Integration with the Sales Methodology: AI SDRs were trained to follow the same principles as human reps, creating a seamless handoff and consistent buyer experience.
- Coaching Tools and Analytics: Readymode’s sales team received new coaching tools with call break-in features, scripting guides, and post-call training analytics to help them clearly articulate the value of using its software and differentiate its products in strategic business discussions and reinforce value-based conversations.
- Targeted Training and Coaching: Monthly team-specific coaching, supplemented by instructor-led workshops and a customized onboarding program strengthened Readymode’s entire sales organization with a shared language and toolkit for articulating ROI and differentiating
The Results: A More Efficient and Customer-Centric Sales Process
By combining automation with a consistent, buyer-focused sales methodology, Readymode achieved remarkable improvements:
- 30% increase in conversions from demo requests to scheduled demos
- 40% annual revenue growth
- 20% increase in visitor-to-lead conversions
- 45% rise in lead-to-sales-accepted-opportunity rate
- 72% close rate from sales-accepted opportunities
- Faster response time and improved CX by instantly addressing the two most common buyer concerns: functionality and pricing
Human SDRs are now free to engage in high-value tasks, proactively building relationships instead of triaging demo requests. The AI SDR handles the busy work, while the sales team builds trust and closes deals.
Why It Worked
Readymode’s success stems from two key factors:
Strategic Focus on Buyer Needs: Automating low-value tasks helped improve CX and speed, and Readymode also prioritized transparency and clarity in its communication. This ensured prospects got the answers they needed fast.
Unified Messaging Across Channels: With AI, sales, and marketing all speaking the same language through the ValueSelling Framework, prospects experienced a consistent message and value story throughout the journey.
Lessons for Sales and Marketing Leaders Looking to Adopt AI
If you’re considering AI in your sales process, here are Readymode’s top lessons:
- Automate Where It Counts – Start by using AI to handle repetitive, time-intensive tasks that don’t require human nuance, like qualifying demo requests or answering FAQs.
2. Start Small and Scale – Readymode initially tried to make its AI do too much too fast. Focusing on one high-impact use case (demo requests) allowed the team to build momentum and measure ROI before expanding AI’s role.
3. Ensure Org-Wide Alignment – Implementing AI affects the entire organization, not only the sales and marketing teams. Readymode’s success was tied to proactively communicating about AI’s role and impact to all employees and answering how AI will affect employees’ jobs and the company’s future direction.
The Takeaway: Using AI and Value-Based Selling Together can Fuel Growth
Readymode’s revenue transformation shows how combining AI and a value-based sales approach can drive significant business growth. By improving responsiveness, aligning sales and marketing, unifying messaging, and focusing SDRs on strategic engagement, Readymode turned a bottleneck into a growth engine.
Now is the time to rethink how AI fits into your revenue strategy – and how sales methodology, not just tools, drives results.
