In a sales operation, quality can’t mean only sticking to a script: it has to reveal whether the rep investigated the customer’s context, applied consultative techniques and steered the conversation with real conversion potential.
2clix applied artificial intelligence trained on the SPIN Selling methodology to the Sem Parar Empresas operation, significantly expanding monitoring volume and boosting sales productivity.
The case earned 2clix and Sem Parar Empresas Gold in the Gestão B2B (B2B Management) category at the Prêmio Smart Customer 2026, a Brazilian customer experience awards program.
2clix and Sem Parar Empresas receive the Prêmio Smart Customer 2026 for their sales monitoring case built with artificial intelligence.
The winning project
With 2clix’s artificial intelligence in place, monitoring began analyzing the use of sales techniques, the quality of questions, how the sale was conducted and the likelihood of generating business. But not with a generic artificial intelligence trained to look for isolated keywords or merely check whether a script was followed: the AI had to understand the logic of the sale.How it works
First, the intelligence learned the sales process. The work began by mapping the sales journey based on the SPIN Selling methodology, looking at elements such as investigating context, identifying problems, exploring impacts and building value. Specific checklists were also structured for the different channels and service profiles, since the prospect’s profile, the company’s size and the stage of the negotiation change the way a sale needs to be conducted.Then the AI was trained on real conversations from the operation, which allowed it to recognize not just the presence of a technique but the context in which it was used, taking into account the particularities of consultative selling and each customer’s profile.
After the initial training, the solution went through stress tests, was applied to a pilot team, refined based on the results, and then integrated with telephony and expanded to other teams.
Results
After the rollout, monitoring no longer answered only whether the rep had followed a script. It began revealing which techniques showed up in the highest-potential conversations, at which stages reps were losing opportunities, and which gaps should guide feedback and training.The AI started generating insights on two levels: for the rep, pointing out specific improvements in how the conversation was conducted, and for the organization, revealing opportunities tied to the value proposition and to the needs perceived in customer conversations.
The result was a consistent gain in sales productivity and sales volume over the period analyzed. AI didn’t replace the rep; it made learning scalable: the rep remained responsible for listening and negotiating, leadership for strategy, and the Quality and Training team for continuous development.
The case
Answering whether a rep properly investigated the customer’s context, applied consultative techniques and steered the conversation with real conversion potential was possible manually, but the challenge was doing it with enough speed, consistency and volume to drive real change in the operation. Traditional monitoring delivered only a partial view of sales performance, with few reps evaluated and feedback that was hard to trace. It was in this scenario that 2clix came in.The award
Winning Gold in the Gestão B2B category at the Prêmio Smart Customer 2026 recognizes the case developed by 2clix alongside Sem Parar Empresas on the use of artificial intelligence to boost sales performance.The project shows how technology can support the evolution of a sales operation through smarter analysis, greater visibility into the sales journey and data-driven decisions. Quality stopped looking at the sale after it happened and began explaining why some conversations generated opportunities and others didn’t.
2clix thanks Sem Parar Empresas, especially Alberto Navarro and Leila Maria Gonçalves, and every professional involved in building this case, for their trust and partnership throughout the project.
To learn more about the Prêmio Smart Customer 2026 and see other details of the awards, visit 2clix’s post on LinkedIn.
