The Aircover team recently sponsored their inaugural sales conference in Chicago, hosted by AA-ISP. The event brought together sales, SDR, and enablement leaders to share challenges and experiences.
Key Challenges Identified
Sales leaders across various industries — software, financial services, manufacturing, and industrial goods — consistently highlighted six main obstacles:
- Ramp Time: Growing teams struggle with the time needed for new representatives to reach full productivity, particularly as revenue goals increased.
- Conversion: Funnel progression and conversion presented challenges, including converting leads to sales-qualified opportunities and discovery calls to demos.
- Content: While teams receive training and content, the feedback loop on performance is too lengthy, and representatives struggle to locate needed materials at critical moments.
- Enablement & Coaching: Despite call recording tools and weekly enablement sessions, sales managers still feel compelled to join numerous calls to advance deals.
- Competition: Representing against both legacy and emerging competitors requires better preparation strategies for sales teams.
- Sales Fundamentals: Teams need improvement in asking effective questions and closing for next steps.
The Market Landscape
The conference featured established sales technology providers like Outreach and ConnectAndSell, alongside emerging platforms including GetAccept, QuotaPath, Spiff, Chili Piper, and TitanHouse. However, most solutions address challenges either during lead generation or post-meeting analysis.
The Gap
"Most of the tools address many of the challenges both as they get a lead into the funnel and then post-meeting when the call is over. That still leaves a gap at arguably the most critical point — when the seller is live on a call with the prospect."
Aircover's Solution
The Aircover platform fills this gap by providing real-time, in-meeting assistance to sellers during live calls. Rather than preparing before and analyzing after, this approach offers on-field support during the critical conversation moment — comparable to an offensive coordinator's presence during a professional sports game.
Event Highlights
The conference included an inaugural Aircover booth with live demonstrations and a TopGolf event for sales leaders on the first evening. It was a fantastic opportunity to connect with the sales community and showcase how real-time AI assistance can transform the way teams sell.
Get Started
Interested in exploring how Aircover can help your sales team perform at their best? Book a demo to see our platform in action, or visit our homepage to learn more.