Live Copilots Will Be The New Norm

In B2B sales, buyers expect answers now. And when reps can’t deliver? Deals break.

• 40–60% of qualified deals are lost—not to competitors, but to buyer indecision .
  
  
• 33% of B2B buyers don't trust salespeople, and 88% only buy from trusted advisors .
  
  
• 50–90% of the purchase decision is finalized before the prospect even speaks to a rep .
  
  

That’s a tough reality: if a rep can’t confidently answer a question during a call—or worse, says “I’ll get back to you”—it severely damages momentum and trust.

A Real-World Moment

Imagine this: mid-demo, a buyer asks,
“Does your platform support integration with transit gateways and is that included in premium or enterprise tier?”

The rep hesitates. They are not sure it does and can’t recall if it's in Enterprise plans. They fumble:
“Um… lemme check and follow up.” The silence stretches. The buyer’s attention slips. Trust erodes.

By the time the rep confirms and sends details—hours or sometimes days later—the deal has cooled. That moment of hesitation matters more than we often admit.

This is where Live Copilots come in

Let’s be honest: we don’t see Copilots on every sales call yet. But that’s changing fast. Within the next year or two, having an active AI participant in every call will become the standard—not a novelty.

It’s not because they take notes—it’s about what they do when it matters most.

What Live Copilots Do During the Call

Apart from just transcription and summaries live copilots can

1. Deliver answers & content in the moment
   The tool listens to what's being discussed—feature questions, use‑cases, or competitor comparisons—and instantly gives an answer, surfaces the right collateral or even suggests follow-up questions in real-time.
   
   
2. Guide discovery & strategic priorities
   Copilots highlight crucial discovery questions or business themes leadership cares about, ensuring reps don’t miss key topics during the conversation flow.
   
   
3. Take in-call actions
   Need a quick follow-up email or resource sent? The Copilot can draft and dispatch it while the call is still live—keeping the engagement momentum intact.

Key Capabilities To Look For In A Live Copilot

• Quick responses — Latency kills flow, even a 5‑second delay disrupts conversations. The AI needs to respond fast for reps to trust and use it. This means the regular knowledge management products or home-grown ones don’t work.
  
  
• Real-time context awareness — it must understand what’s happening right now to deliver relevant insights live. Context is king and combining that with the history of the conversations can yield suggestions and answers that can help the rep when it matters.
  
  
• Automated Knowledge Synthesis — Most tools today require users to set up keywords to content mapping manually. E.g. 'If the word compliance is mentioned show this document'. No one wants to manually configure topics to document mapping. I have never come across a successful implementation of that. Copilots must auto-ingest product docs, call logs, tech specs and more—and build the knowledge while also helping close the gaps in product docs based on the questions the customer is asking but are not covered by the documentation.
  
  

Yes—it’s hard engineering. But when done right, it enables live guidance that feels like your best AE is whispering in your rep’s ear.

Industry Voices Are Taking Notice

He adds:

“Your digital twin will join you on every sales call… If a prospect asks about integrations… you’ll ask your AI… and it will deliver a perfect technical answer instantly.” 

There’s evidence that AI is evolving—from passive transcribers to active contributors in GTM workflows.

Why Revenue Leaders Should Pay Attention

Faster ramp. New reps deliver impact much faster. Reps chat with Copilot to go back and forth on questions they have instead of watching videos. AI can role-play and simulate real customer conversations for reps to practice instead of static assessments. Live Assistance on call ensures they . 

Replicate top performers. Everyone gets guided by your best playbook during calls. Copilots can incorporate the best answers from great calls so every rep can have that during the call.

Enforce strategic priorities live. No more hoping reps remember to ask or surface X. Leaders and partner teams like marketing and product can get feedback from customers real time. 

Reduce administrative load. Research shows sellers spend only 28% of their week on actual selling (down from 34% in 2018), as they juggle administrative overhead and numerous tools. AI handles note-taking, follow-up, task logging in to CRM as well as maintaining MEDDPICC / MEDDIC etc across multiple conversations.

What Unlocks The Live Copilot?

This isn’t about prompt libraries and call templates. The future is dynamically:

• Pulling from sanctioned content like case studies, product releases, technical specs, pitch deck, call recordings, and content libraries as well as CRM records and creating the knowledge that can help reps.
  
• Truly listening to the conversation in real-time, using the conversation context to answer questions and suggest follow up questions.
  
• Delivering low latency and relevant responses so reps rely on it—not ignore it. This is key to adoption. 

How BREVIAN Copilot works

Integrating directly with your knowledge

We plug right into where your content lives—CRM data, product guides, positioning collateral, case studies, competitor battle-cards—and build a dynamic intelligence layer on top. It’s not a static FAQ; it’s a living system that maps:

• Pain points → Use cases → Features → Benefits → Objections

This lets BREVIAN serve up the right content based on what’s being discussed on the call.

Low‑latency delivery for live value

We built a purpose‑built memory and caching layer specifically for live calls, so responses appear in under a second. That’s what enables a rep to seamlessly:

• Receive the right answer or collateral exactly when they need it
• Ask the next best follow-up question without losing flow
• Push a case study or product spec while the customer is still talking

Anything slower and the value evaporates—this infrastructure is core to delivering true live assistance.

Context-aware actions in-session

What if drafting a follow-up email or sending a comparative slide didn’t happen after the call, but during it? BREVIAN enables exactly that:

• Reps can trigger follow-up emails or resource links right from the interface—no leaving the conversation
• Action items can be logged and shared before the rep even hangs up

Continuous learning

Everything the Copilot does is logged and fed back into the intelligence engine. Over time, it learns which collateral resonates, which objections are common, and which responses work best.

Summary

Live Copilots are more than a ‘nice to have’—they’re the future of GTM enablement. But only if built for scale, speed, and context. BREVIAN doesn’t just transcribe your calls—it lives in them: pulling from your systems, thinking in-context, and enabling reps to act in real time. That’s how live Call Assistance should work.