TTS Voice AI Selling to the Voice Product Lead — 60-Min Training

Question

Pulse RevOps · The Machine · Accepted Answer

### Direct Answer

> **TTS / Voice AI Selling to the Voice Product Lead** is a 60-minute training for AEs running $30K–$400K ACV cycles against **ElevenLabs, Hume AI, Cartesia, Play.ht, OpenAI Realtime, Google TTS, Azure Neural Voice, Resemble.ai**. Qualify against **Voice Product + Customer Experience + CFO**, run discovery on **voice quality + cloning + latency + multilingual**. Built on **MEDDPICC**.

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## Section 1 — Why TTS Selling Is Different (5 min)

Voice quality + cloning + streaming latency define the category.

End with **Mark Roberge's** rule: *"Sell MOS + cloning + streaming."*

---

## Section 2 — The 60-Minute Discovery (15 min)

> 1. **Opening (3 min):** "Voice use cases — IVR, content, conversational AI?"
> 2. **Voice quality bar (10 min):** "MOS 4.5+ best-in-class."
> 3. **Cloning needs (10 min):** "Custom brand voice required?"
> 4. **Latency requirement (10 min):** "Sub-200ms TTFB best-in-class."
> 5. **Multilingual coverage (8 min):** "30+ languages best-in-class."
> 6. **Volume baseline (7 min):** "Monthly characters?"
> 7. **Renewal posture (5 min):** "Existing contracts?"

```mermaid
flowchart TD
    A[AE Discovery] --> B[Pre-Brief]
    B --> C{Voice Product + CX + CFO?}
    C -->|No| D[Reschedule]
    C -->|Yes| E[Quality + Cloning 20 min]
    E --> F[Latency + Multilingual 18 min]
    F --> G[Volume + Renewal 12 min]
    G --> H[POC 5 Days]
```

---

## Section 3 — The POC That Wins (15 min)

Customer's brand voice cloned. Streaming latency demo. Multilingual coverage matrix.

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## Section 4 — Handling the Incumbent (10 min)

**MOS wedge.** **Cloning wedge.** **Latency wedge.** **Multilingual wedge.**

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## Section 5 — Pricing Conversation (10 min)

Per-character, volume tier, multi-year discount, no procurement-only.

```mermaid
flowchart TD
    A[Joint Voice + CX + CFO] --> B[Per-Character Proposal]
    B --> C{Discount?}
    C -->|Yes| D[MSA]
    D --> E{Procurement Solo?}
    E -->|Yes| F[Refuse]
    E -->|No| G[Joint Neg]
    F --> G
    G --> H[Onboarding 5 Days]
    H --> I[First Voice Live Month 1]
    I --> J[Quarterly Voice Review]
```

---

## Section 6 — Renewal Trap-Set Month 12 (5 min)

MOS 4.5+ sustained. Cloning adopted. Sub-200ms latency. Joint Voice dashboard.

---

## FAQ

**ElevenLabs default?** Yes.
**OpenAI Realtime?** Conversational AI.
**Hume for empathy?** Yes.
**Cartesia for latency?** Yes.
**Multilingual target?** 30+ languages.

## Sources

- ElevenLabs — Reference
- Hume AI — Reference
- Cartesia — Reference
- Play.ht — Reference
- OpenAI — Realtime Voice
- Google Cloud — TTS
- Azure — Neural Voice
- Resemble.ai — Reference
- Force Management — MEDDPICC
- Mark Roberge — Sales Acceleration Formula

TTS Voice AI Selling to the Voice Product Lead — 60-Min Training

Direct Answer

Section 1 — Why TTS Selling Is Different (5 min)

Section 2 — The 60-Minute Discovery (15 min)

Section 3 — The POC That Wins (15 min)

Section 4 — Handling the Incumbent (10 min)

Section 5 — Pricing Conversation (10 min)

Section 6 — Renewal Trap-Set Month 12 (5 min)

FAQ

Sources

What does the score mean?