The President’s Club playbook: How sales makes customer intelligence their secret weapon with Dovetail

In our latest series, we’re bringing our customer intelligence platform to life through true-to-life short stories across product management, sales, design, customer experience, and operations. While the content of these stories may be fictionalized, the platform that makes them possible becomes a reality on October 8, 2025. Join the waitlist to be the first in the know.

Mark, a sales rep at CyberForce, a large cybersecurity company, isn’t your average salesperson. He’s a legend. He hits his quota every quarter, makes President’s Club every year, and everyone on the team wants to know his secret. While others spend hours digging through messy CRM data and call transcripts, he’s in and out, armed with the exact insights he needs to close a deal. His secret weapon? Dovetail, the always-on customer intelligence platform that transforms every customer interaction into actionable insights.

Mark’s discovery calls are different. He doesn’t just sell a product; he positions a solution tailored to a customer’s specific needs and industry. He knows which use cases resonate most with a chief security officer at a financial services company versus a retail brand. This isn’t guesswork; it’s intelligence.

Before a big call, Mark opens Chat in Dovetail and asks detailed questions about past customer interactions. He’s able to ask, “What are the top use cases mentioned on sales calls in the financial services industry?” or “What are the best examples of objection handling in sales conversations with CIOs?”. And he doesn’t just get another generic summary; Dovetail’s Chat responds with rich evidence, including citations with links to highlights from past calls. With Dovetail, he’s able to access the right intelligence when he needs it and find evidence to bolster a particular hypothesis about customers.

This intelligence comes from Dovetail’s ability to automatically turn sales calls, user feedback, support tickets, and voice of customer data into actionable insights. Dovetail integrates with dozens of tools like Gong, Intercom, Zoom, and Salesforce to analyze video, audio, documents, and text. This gives Mark a complete picture of the customer and helps him understand his customers’ specific challenges and needs before he even gets on the call.

Thanks to Dovetail, Mark can enter every sales conversation feeling confident and prepared, knowing that every decision is backed by high-quality, accurate, and real-time customer intelligence that’s accessible to everyone. It’s no longer about who talks the loudest or who brings the best donuts, but who understands the customer best.

On October 8, 2025, we’ll be unveiling a host of new revolutionary capabilities designed to drive customer-led innovation at scale with Dovetail’s first-of-its-kind customer intelligence platform. Don’t miss the moment. Join the waitlist to be the first in the know and get exclusive access.