00:08:33 · S3, Dan Lee
[00:08:33] S3: Mhmm. [00:08:34] S0: So we're able to see all the decisions that a sales rep makes in their in their process. We're also able to see how... All the ways that the customer reacts. And as a result, we're able to... You know, we have this active learning process to learn the the rep's decision making policy, so, like, mapping from scenarios to, like, discrete action sets. And we also are able to build these agents that simulate the customer. So, you know, that's kind of where we're today. I think over the longer term, like, there's just been less data on persuasion in, like, the training sets for frontier models because persuasion is all about understanding what people think, and, like, that's not observable. So, you know, the the best you can get is this kind of sparse and, like, delayed feedback loops. And sales, I think, is the richest dataset on persuasion because it's the most concrete business application. But yeah, I think that models are gonna become a lot better, not just at reasoning, but at persuasion, which is gonna change sales.
00:09:29 · Ruby Justice Thelot
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00:10:15 · Dan Lee, Ruby Justice Thelot
[00:10:15] S0: It's really interesting. Everything is sales. Yeah. Right? Sales is about understanding the person across from you and, you know, understanding what they're thinking. You know, sales is recruiting. Sales is raising capital. Sales is high... You know, like, honestly, I'm I'm selling all the time and, like, know, hiring candidates. So I think there are a lot of application... Actually, so one... We were talking earlier about, you know, our our backgrounds at Stanford. In in 2020, I was actually gonna do research project at Oxford, a study abroad program, on emotion detection Yeah. Because cameras are getting really good. You can see, like, you know, your pupils dilate or, you know, your heart rate changing your neck or, like, capillaries in your cheek flush. And can you actually understand, like, you know, what is someone thinking? Right? So if you ask, you know, Donald Trump, is he gonna, you know, go invade x country? He probably wouldn't tell you, but, like, he might react. Yeah. So, yeah, like, there's all these interesting applications of, like, you know, kind of this human AI, both, like, collaboration and, like, understanding that I think the world is gonna look really different. [00:11:26] S1: So you brought up an important point. Everything is sales. I think often when you think about sales, you think, okay, a product, and they're trying to make money. But everything is sales, hiring, recruiting, conversations, a little bit as we're talking to the audience, whatever it [00:11:40] S0: might be.
00:11:40 · Dan Lee, Ruby Justice Thelot
[00:11:40] S0: might be. [00:11:41] S1: What does a world look like when you can use tools that are incredibly good at persuasion? Is that a better world? Because in theory, you now have a deeper understanding of who that person is across from you, and a good salesperson is providing value. [00:11:55] S0: Exactly. Exactly. No. That... That's exactly how I think about it. When you can save a sales rep four hours, know, of their day, what do they do with it? I think in a lot of cases, it actually means they become a lot more consultative. Mhmm. Because it... Sales is competitive. Right? If company a uses that time to go a lot deeper with the customer and better understand their problems and come up with more creative solutions, and company b uses that time to... You know, it doesn't go... Use that time to go deeper and instead goes to more... Just goes to more customers, then who's gonna win those deals when they come head to head? So I think, like, it depends on how competitive is your space. It depends on, like, how good is your product. Like, there are a lot of factors. But I think in a lot of cases, AI making sales more efficient actually results in a much better customer experience. [00:12:42] S1: If you had to play out what this all looks like in a year from now, what do you think will be true that isn't true today?
00:12:42 · Ruby Justice Thelot, Dan Lee
[00:12:42] S1: If you had to play out what this all looks like in a year from now, what do you think will be true that isn't true today? [00:12:50] S0: AI has made it a lot easier to build products, but you're still bottlenecks by taking them to market. Mhmm. So, you know, Nooks, our goal is helping the best companies grow faster by avoiding... You know, you don't have to hire an army of sales reps. And instead, you're able to build this, you know, kind of self learning revenue system where humans focus on, like, the two things humans need to do, building the strategies and actually, like, engaging with customers, and then agents can handle everything else. [00:13:16] S1: Yeah. Well, what is next for Nooks? If people are just following along, what can they expect to see over the next few months?
00:13:16 · Ruby Justice Thelot, Dan Lee
[00:13:16] S1: Yeah. Well, what is next for Nooks? If people are just following along, what can they expect to see over the next few months? [00:13:23] S0: So one of the things that I am most excited to to launch yesterday is Node, which is the first AI personal assistant for sales. You can think kind of like an Instinct or Muse, but purpose built for sales reps. And it's it's different from, like, general purpose assistance because one is, like, purpose built for sales. So, you know, using these models that we fine tuned on, you know, sales specific interactions is proactive. So, like, I remember when I was a founder, I'm, like, managing hundreds of deals in my head. And, you know, it... It's actually on top of those for you. So it's, like, identifying warm intros or, like, identifying, like, follow ups that you missed. And then it's also actually built multiplayer. So a lot of AI, like, you know, these other tools are built more single player, but sales is a team sport, where it's not just a rep, but there's an account manager, an SDR, a solutions engineer, and they all have their own node. They're all working together and, you know, building kind of this system where the winning behaviors from top reps are automatically spread across the team.