E165 - Coaching Conversations: Human Behavior Change in Sales Coaching featuring Rachel Cossar

In this episode of Tech Sales Insights, Randy Seidl features a conversation with Rachel Cossar, CEO and co-founder of Virtual Sapiens. The discussion revolves around the potential of AI to transform sales coaching by analyzing and improving sales behaviors and human interactions. Rachel, a former professional ballet dancer and now a tech entrepreneur, shares how her company uses AI to help professionals master their virtual and in-person presence, making communication more effective. The episode touches on various topics, including the importance of nonverbal communication, the genesis of Virtual Sapiens, the unique challenges of sales coaching, and how Virtual Sapiens provides individualized feedback for improvement. The conversation also delves into AI's role in behavioral change, the scalability of Virtual Sapiens' technology, and the importance of privacy in AI tools. Rachel shares personal insights, including her transition from ballet to tech entrepreneurship, and the supportive role her mentors and co-founder have played in her journey.

KEY TAKEAWAYS

• Virtual Sapiens utilizes AI to help professionals master their presence, whether in virtual or in-person interactions.
• Coaching conversations empowered by AI can revolutionize sales behaviors and enhance confidence.
• Through partnerships with global firms like BTS, Virtual Sapiens integrates AI seamlessly into learning management systems for personalized coaching experiences.
• Behavioral nonverbal cues play a significant role in building trust and rapport, especially in virtual communication.
• Effective use of body language and framing can significantly impact how professionals are perceived in virtual meetings.

QUOTES

• "We're at the intersection of AI and human interaction, using AI as a coach in real-time to help humans become more aware of certain blind spots and integrate feedback for behavior change."
• "The way you show up on video matters—it's the only digital channel where body language truly counts."
• "First impressions on video are powerful—your setup, background, framing, and lighting all contribute to how you're perceived as a professional."
• "Nonverbal cues, like hand gestures, can amplify your presence in virtual meetings, making you more engaging and trustworthy."
• "Mastering presence in virtual interactions requires awareness of behavioral nuances and leveraging them effectively to build connections."

Find out more about Rachel Cossar through the links below:
https://www.linkedin.com/in/rachel-cossar/

This episode is sponsored by Spotlight.ai, our Value Intelligence sponsor. Spotlight.ai provides a Value Intelligence AI-driven platform to transform sales discovery, auto build differentiated business cases, and optimize value positioning for field and remote teams.