How Sales Teams Can Use AI to Better Understand Customer Needs

Sales teams can use AI to analyze conversations, extract key insights, identify customer needs in real time, and continuously improve alignment by transforming calls, meetings, and emails into actionable intelligence.

Why Traditional CRMs Are No Longer Enough

Classic CRMs rely heavily on manual data entry and subjective reporting.

This episode explores why modern sales teams need tools that capture what actually happens in customer conversations, rather than relying on incomplete summaries.

Turning Conversations Into Actionable Insights

We welcome Paul Berloty, co-founder and CEO of Modjo, a SaaS platform designed to analyze exchanges between sales teams and their clients.

Modjo processes:

• Video calls
• Phone conversations
• Email exchanges

AI automatically identifies patterns, topics, and signals that reveal customer needs.

Building the CRM of Tomorrow

Alongside his co-founders Côme Hug de Larauze and Matthieu de la Fourniere, Paul is working to redefine CRM systems.

The goal is to move from static data storage to dynamic customer intelligence, where insights are continuously generated from real interactions.

Staying Closer to Customer Needs With AI

By analyzing conversations at scale, AI helps sales teams:

• Detect objections and buying signals
• Understand recurring customer pain points
• Share best practices across teams
• Improve messaging and positioning

Customer understanding becomes collective and data-driven.

From Early Experience to Scaling a SaaS Platform

Paul also shares lessons from his early days at Doctolib and how that experience shaped Modjo’s product vision.

The episode covers the journey from idea to Series A fundraising, highlighting what it takes to scale a SaaS product in a competitive market.