In this Expert Insight Interview, Richard White discusses how to help remote sales teams work more efficiently. Richard White is the founder and CEO of Fathom, a Zoom plugin that allows you to record and highlight your meetings in real-time, so you can write notes or share clips from your calls with colleagues later.
This Expert Insight Interview discusses:
- How Fathom came to be and the inspiration behind its creation
- How the plugin can be utilized in sales and marketing
- How the app can be used in management and training
Richard’s inspiration for the Fathom app came from problems he faced during Zoom calls. During the first six weeks of 2020, he took part in roughly 300 calls as part of an extensive sales and marketing push in his previous company. He realized that writing good notes was very difficult on a Zoom call, as it is practically impossible to capture all the nuance of a conversation.
Fathom is designed to solve this problem because the digitization of our meetings should allow us to record these calls, take snippets out of them and help us remember, or get the information to the right people. This allows us to focus on having a conversation during the meeting rather than constantly stopping to write things down.
Fathom is a free app that records and transcribes your Zoom calls in real-time, and all you have to do is click a button when you hear something important. This will get the plug-in to flag that part of the conversation as something important, according to a set of tags you previously set.
After the call, you’ll get instant access to the entire recording, which is an improvement even on Zoom’s in-built recording system, which can take up to 30 minutes to give you access to the call. The team will then do the rest of the data entry for you, automatically adding the meeting to your CRM, sharing a link to your Slack workspace, etc.
Training and Management Applications
The app also doubles as an excellent coaching tool. Many sales leaders and managers struggle with managing and coaching virtual teams because it is so different from how they used to do it.
If you’re able to find all the critical moments in a call and share them with your team, explaining all the essential tips and strategies along the way, your ability to train and manage them goes up significantly.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.