Sales Intelligence: The AI Sales Rep | Salesforce Buys Waii To Put Natural-Language Data In Sellers’ Hands

Plus: SmartClips turns sales calls into shareable coaching moments

Author

Avinash Duggempudi
August 13, 2025 • Estimated Reading Time: 5 minutes

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Sales Intelligence: The AI Sales Rep

Here's what's happening this week in the world of SaaS sales:
- Salesforce adds NL-to-SQL to simplify data access.
- Momentum rolls out SmartClips and Account Briefs.
- Everstage debuts Agent Core for automated SPM.
- MarketsandMarkets launches a revenue intelligence hub.
- Tonner-One tees up a new conversational AI platform.

⏱️THE MINUTE READ

Whether you're early in discovery or chasing signatures, it’s never too late or too soon to multi-thread.

This guide gives you 10 real-world tactics to:

  • Expand your stakeholder web mid-cycle

  • Activate champions without spooking them

  • Engage legal, finance, IT, and end-users with the right message at the right time

The best reps don’t wait for intros. They build them.

📌WEEKLY MUST-KNOWS

M&A AND DATA ACCESS
Salesforce To Acquire Waii, Revolutionizing Data Access With AI
Salesforce is acquiring Waii, a natural-language-to-SQL platform, to simplify how teams query and use operational data. The move signals a push to reduce analyst bottlenecks and put on-demand insights closer to sellers and managers. Expect faster ad hoc analysis across CRM stacks and tighter data-to-action loops.

Smallbiztrends



SALES ENABLEMENT AUTOMATION
Momentum Unveils SmartClips
Momentum launched SmartClips and Account Briefs—AI tools that turn sales interactions into shareable video clips and concise account context. This targets onboarding speed, deal reviews, and cross-team alignment by compressing call intelligence into bite-sized assets. Enablement and RevOps teams gain a faster way to reinforce methodology and scale best practices.

SPM & INCENTIVE OPS
Everstage Launches Agent Core
Everstage introduced Agent Core, an AI-driven layer that unifies sales performance management for automation, transparency, and real-time optimization. The shift promises cleaner comp operations and faster incentive adjustments. Sales leadership and RevOps stand to gain from fewer disputes, higher trust, and more responsive plan tuning.

⚡QUICK READS

MarketsandMarkets Launches Revenue Intelligence Hub: MarketsandMarkets rolled out a Revenue Intelligence Hub aimed at more predictable B2B growth—another signal that packaged RI platforms are becoming table stakes for pipeline visibility and forecast accuracy. (More)

Tonner-One World Preps Conversational AI Platform: Tonner-One World reported $38K July sales, projects $75K+ for Aug/Sep, and is preparing Phonrr—an enterprise conversational AI platform—signaling more entrants vying for AI-first customer engagement stacks.(More)

Momentum Adds Account Briefs For Faster Context: Alongside SmartClips, Momentum’s Account Briefs condense account context into digestible summaries—useful for pipeline reviews, territory handoffs, and executive deal inspection. (More)

🧠LEADING VOICES

Why Most Sales Training Fails — And How Top Performers Play Chess, Not Tic-Tac-Toe

Breaking News… In a study of 478 B2B companies, the FSU Sales Institute found that companies achieving above-average returns on their sales training expenditures spend ≈5.5x's more time on differentiation and selling against main competitors than companies with average to below-average returns on their sales training dollars!

Bottom line: The vast majority of sales training programs are teaching sellers to play Tic-Tac-Toe—they focus on basic, table-stakes skills. But guess what? So does the competition. And just like most games of Tic-Tac-Toe, it ends in a tie—even when everyone plays well. It's no wonder the #1 complaint of modern B2B buyers is that "all sellers look a like"... and resort to using price for decision-making.

But, companies that get the most out of their training dollars teach sellers to play chess...they teach both "selling to" and "selling against" skills that today's sellers need.

Sales Intelligence is a ClickZ Media publication in the Sales & Marketing division

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