Speech-to-Text API Selling to the Voice Platform Lead — 60-Min Training

Question

Pulse RevOps · The Machine · Accepted Answer

### Direct Answer

> **Speech-to-Text API Selling to the Voice Platform Lead** is a 60-minute training for AEs running $30K–$500K ACV cycles against **OpenAI Whisper API, Deepgram, AssemblyAI, Speechmatics, Google Cloud Speech, AWS Transcribe, Azure AI Speech**. Qualify against **Voice Platform Lead + Product + CFO**, run discovery on **WER + latency + multilingual + diarization**. Built on **MEDDPICC**.

---

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

WER is the technical bar. Real-time vs batch is the architectural choice.

End with **Mark Roberge's** rule: *"Sell WER on customer's audio + diarization quality."*

---

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

> 1. **Opening (3 min):** "Audio workloads — meetings, support, podcasts, video?"
> 2. **Real-time vs batch (10 min):** "Streaming or batch processing?"
> 3. **Language coverage (10 min):** "**100+ languages** for global."
> 4. **WER expectations (10 min):** "**<5% WER** conversational English best-in-class."
> 5. **Diarization needs (8 min):** "Speaker who-said-what required?"
> 6. **Volume baseline (7 min):** "Monthly minutes processed?"
> 7. **Renewal posture (5 min):** "Existing contracts?"

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

---

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

Customer audio sample transcribed live. WER scorecard vs incumbent. Real-time latency benchmark.

---

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

**WER wedge.** **Real-time latency wedge.** **Multilingual wedge.** **Diarization wedge.**

---

## Section 5 — Pricing Conversation (10 min)

Per-minute, real-time premium, multi-year discount, no procurement-only.

```mermaid
flowchart TD
    A[Joint Voice + Product + CFO] --> B[Per-Minute 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[WER Scorecard Month 1]
    I --> J[Quarterly Voice Review]
```

---

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

WER under 5% sustained. Real-time latency sub-300ms. Diarization adopted. Joint Voice dashboard.

---

## FAQ

**Deepgram or AssemblyAI?** Deepgram real-time; AssemblyAI English depth.
**Whisper API?** Yes, competitive.
**Speechmatics multilingual?** Best-in-class non-English.
**Diarization mandatory?** Meetings + support yes.
**Real-time target?** Sub-300ms.

## Sources

- OpenAI — Whisper API
- Deepgram — Reference
- AssemblyAI — Reference
- Speechmatics — Reference
- Google Cloud — Speech-to-Text
- AWS — Transcribe
- Azure — AI Speech
- Force Management — MEDDPICC
- Mark Roberge — Sales Acceleration Formula
- Jeb Blount — Fanatical Prospecting

Speech-to-Text API Selling to the Voice Platform Lead — 60-Min Training

Direct Answer

Section 1 — Why STT 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?