How Tipalti Revamped Sales Execution to Transform their Sales Efficiency

Manual Work Was Slowing the Funnel

Tipalti’s sales team struggled with outdated processes and manual workflows. Reps spent too much time on data entry and key deal information was often missed or delayed. This led to broken handoffs, a lack of visibility into open deals and a limited understanding of competitive dynamics. 

• Wasted Time
  Reps spent ~20 minutes per call updating CRM, adding up to hours of lost productivity per week.
  
• Fragmented Data
  CRM fields were incomplete or outdated, breaking handoffs between revenue teams.
  
• Low Deal Visibility
  Sales leaders couldn’t understand deal status without accurate data.
  
• Blind Win/Loss Analysis
  The team lacked accurate competitive insights and insight on business pain points from actual calls.
  
• Poor Playbook Execution
  SPICED discovery questions were often missed, leading to inconsistent qualification and missed opportunity signals.

Leadership recognized that AI could help modernize their sales motion and bring real-time efficiency and alignment.

Less Admin, More Selling

To fix the execution gap and streamline data capture, Tipalti deployed WINN.AI across their sales team.

WINN.AI gave reps real-time, in-call guidance tied directly to their SPICED methodology and automatically captured all relevant data from the calls. Custom playbooks prompted reps to ask the right questions and highlighted fields as they were answered.

WINN.AI captured data automatically, allowing reps to review and push accurate information into Salesforce in under five minutes. Throughout the sales cycle, WINN tracked changes and ensured CRM stayed fresh and complete.

A Faster Revenue Motion

The results were fast and measurable:

• 75% Reduction in Salesforce Admin Time
  Manual updates dropped from 20 minutes to under 5 per call, saving hours per AE each week.

• Stronger CRM Hygiene
  Competitor mentions, financial drivers, and stakeholder data were captured accurately and pushed to the CRM.

• +20.5% Increase in Playbook Adoption
  Reps consistently followed SPICED, capturing better discovery inputs across the funnel.
  

Bottom line:
Tipalti modernized their sales execution with real-time AI, eliminating manual work, boosting playbook adoption, and transforming CRM data into a competitive advantage.