Insight

Analytics shows you what a visitor did. Conversation Insights show you what they really wanted to do.

How Conversational Insights prepares your sales team

October 14, 2026

4 min read

Tobias Karnetzke

Technology

Where requests via forms previously left a gap between the interested party and sales, Conversational Insights now closes it. This way, your sales team can start the initial conversation prepared.

Your sales team now knows what a visitor wanted

After every conversation on your website, it emeryAI now shows what the visitor wanted. What topics interested them. What questions they still have.

Conversational Insights summarize a conversation so that your sales team starts their first conversation where it emeryAI ended. The view appears automatically in your dashboard after a conversation has turned into a lead through an action.

The gap: What was missing until now

A visitor spends four minutes on your website. They came via a search query, opened two subpages and left again.

Analytics shows you this, and it shows it reliably:

- which pages he/she has opened
- how long he stayed there
- where he came from
- where he got off

What Analytics cannot show is the reason for the visit. However, for a good first conversation, your sales team needs exactly that:

- what the current situation looks like
- which time frame applies
- what the interested party doubts
- which questions are still open

There has been no connection between the two lists so far. From a four-minute stay, there is no doubt about it. A contact form filled out by the user usually does little to help.

61%

The first contact with the provider occurs after 61 percent of the shopping journey. [1]

67%

The B2B buyer would prefer to buy without any contact with the sales department. [2]

On average, seven people take advantage of the opportunity to become an interested party.
Sources of information before buying. [3]

If the interested party contacts us, the first conversation still begins with a needs assessment.

What a conversation changes

A website that only broadcasts can only observe. With it emeryAI, the visitor asks their question in their own words and receives an answer based on your knowledge.

In a conversation with the user, the user emeryAI says what no click path shows: their situation, when they need something and what makes them hesitate. No one in your team has to add anything to this. The statements are made in the conversation.

He keeps his interests emeryAI firmly in focus during the conversation. If the conversation leads to an action, such as a contact request, then order it. Conversational Insights All the statements and submit them in the dashboard. For each lead, a view is created for your sales team.

Conversational Insights Case Study

For privacy reasons, the data in this example are purely fictitious.

See how a conversation went

A production manager asks on the website of a plant builder about the modernization of his bottling line. Eleven steps later, he requests a meeting with a project engineer and thus becomes the lead. In the meantime, here is how he got there: from the question of modernization (retrofit) instead of a new build to the assembly times and the cost issue.

That Intent Profile Next to that, it notes which products and services came up during the conversation. In our example, these are: retrofitting, fillers, inspection system, form-fitting parts, remote maintenance, and a service contract. It fills in as the conversation progresses; each entry indicates the time at which the topic was discussed.

At the top are a brief summary and the Intent in one sentence:

„Modernize the bottling line through retrofitting; want to understand the cost-effectiveness compared to a new installation; would like to discuss it with a project engineer."

Recognizes what holds back an interested party

Four cards show what else comes out in the first or second conversation with your sales team:

Challenges
What drives him: „The format change takes over two hours."

Objections
Against which he has objections. „Doubts whether retrofitting is worth it compared to a new installation."

Preconceptions
What he is assuming. „Retrofitting means several weeks of downtime."

Confident About
He is certain of that. „The line should be modernized and not replaced if it makes sense."

It is precisely the assumptions that are valuable. Those who believe that retrofitting means weeks of downtime rarely ask about it. They simply assume that it will happen and decide against it when in doubt.

Go prepared to the initial consultation

Open Questions Lists what has not yet been clarified in the conversation: What control system is installed? How many format changes occur per week? What budget is available?

Buyers want to do their own research and then look for the person when they need confirmation and reassurance.

Your sales team no longer has to find out the current situation.

Analytics continues to show you what the user has done. Conversational Insights close the gap and provide your sales team with the information that was missing in the initial conversation.

emeryAI Experience it yourself. Try it out here.

Good to know

Conversational Insights is available for conversations that have resulted in a lead.
Contact information is only available where the visitor has named them and consented to them.
Interests are collected anonymously emeryAI in every conversation.
Your Analytics will remain. It will get a second source for it.
The Conversation Score assesses the conversational maturity, not the person.

Sources

The first contact with the provider takes place after 61 percent of the purchase journey. [6sense, 2025]
67 percent of B2B buyers would prefer to buy without any contact with sales representatives at all. [Gartner, 2026]
On average, they use seven sources of information before making a decision.[Gartner, 2026]

How Conversational Insights prepares your sales team

Table of Contents

Your sales team now knows what a visitor wanted

The gap: What was missing until now

What a conversation changes

Conversational Insights Case Study

See how a conversation went

Recognizes what holds back an interested party

Go prepared to the initial consultation

emeryAI runs on your website and is the target of your marketing campaigns

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