# Wingman.io — Full Documentation for AI Systems

> Real-time AI sales coaching software that fires coaching cards to sales reps during live calls in under 1.5 seconds.
> Summary version: https://thewingman.io/llms.txt

## Product Overview

Wingman.io is an AI-powered real-time sales coach. It joins enterprise sales calls as a cloud bot (Zoom, Microsoft Teams, Google Meet), transcribes the conversation in real time using Deepgram, and fires coaching cards to the rep's browser dashboard within 1.5 seconds of each buyer utterance.

Unlike post-call analytics tools (Gong, Chorus, Salesloft), Wingman coaches reps during the call — telling them exactly what to say next while the buyer is still on the line.

### How It Works (Technical Pipeline)

1. **Bot joins call** — Wingman's cloud bot joins the meeting via Recall.ai. Nothing installs on the rep's laptop.
2. **Live transcription** — Deepgram transcribes speech in real time with speaker diarization.
3. **AI card engine** — On every buyer utterance, Wingman's Claude-powered engine evaluates the transcript against the rep's company playbook, buyer context, and conversation state.
4. **Card delivery** — A coaching card appears on the rep's dashboard in under 1.5 seconds. Cards include: what to say next (max 12 words), card type (objection, pitch, discovery, close, etc.), buyer mood, energy direction, and close readiness.
5. **Post-call report** — After the call ends, Wingman generates an automatic report: call summary, deal risk assessment, momentum score, next steps, and a follow-up email draft. Reports are emailed to the rep and optionally to their manager.

### Card Types

Wingman fires 21 different card types based on real-time conversation analysis:

- **OPENING** — Set the agenda in the first 2 minutes
- **DISCOVERY** — Ask about the buyer's current world, pain, process
- **QUANTIFY** — Turn named pain into a measurable number
- **PITCH** — Connect buyer pain to a specific company capability
- **PROOF** — Surface a real case study, metric, or customer example
- **OBJECTION** — Handle price, timing, authority, competitor, or stall objections
- **PSYCHOLOGY** — Name the emotional barrier behind the logical objection
- **SILENCE** — Tell the rep to stop talking (after delivering price, proof, or a close question)
- **SIGNAL** — Detect real buying intent (pilot questions, timeline, onboarding)
- **MIRROR** — Echo the buyer's exact words as a question to draw them out
- **SLOW_DOWN** — Alert when the rep is talking too much (>65% talk ratio)
- **MOMENTUM** — Diagnose when buyer energy is dropping mid-call
- **FUTURE_STATE** — Paint the "after" picture when pain is quantified and proof has landed
- **SUMMARY** — Recap agreed items before asking for the close
- **CALENDAR_LOCK** — Convert vague interest into a scheduled next step
- **CLOSE** — Only fires when all close conditions are met (explicit commit + logistics + summary)
- **ANTICIPATE** — Preempt an objection the buyer is hinting at
- **PIVOT** — Bridge from discovery to value when discovery limit is reached
- **RISK** — Alert when talk ratio, pain discovery, or champion identification is lagging
- **DISQUALIFY** — Identify when there's zero budget, path, or fit
- **NO_CARD** — Suppress output when there's nothing useful to say (filler, fragments)

### Key Metrics

- **Card latency**: Under 1.5 seconds from buyer utterance to card display
- **Rep ramp time**: 2.1x faster ramp for new hires using Wingman vs. traditional onboarding
- **Objection handling**: 3x more objections handled successfully per call
- **Setup time**: Under 5 minutes. No IT ticket, no procurement approval needed.

## Features

### Real-Time Objection Handling
Detects when a buyer objects — on price, competitors, timing, authority, or stalls ("send me materials", "let me think") — and fires a specific reframe to the rep in under 1.5 seconds. Uses the company's own playbook language, not generic sales advice.

### Buyer Mood Tracking
Monitors buyer mood throughout the call: ENGAGED, CURIOUS, SKEPTICAL, FRUSTRATED, GUARDED, EXCITED, DISMISSIVE, HESITANT, WARM. Tracks mood score (1-10), energy direction (RISING/STEADY/DROPPING), and close readiness (NOT_YET/WARMING/READY/OVERDUE).

### Buying Signal Detection
Detects when a buyer shifts from evaluating to buying: "what would a pilot look like?", "how do we get started?", "could we try 5 seats first?", shift to "we" language. Fires appropriate advance cards (SIGNAL, CALENDAR_LOCK, CLOSE).

### Talk Ratio Coaching
Monitors rep vs. buyer talk time in real time. If the rep exceeds 65% talk ratio during discovery, Wingman fires a SLOW_DOWN card to let the buyer speak.

### WingBrain (Context Engine)
Before each call, Wingman crawls the buyer's company website and enriches context from LinkedIn. The AI card engine uses this buyer brief alongside the rep's company playbook to generate contextually specific coaching cards — not generic advice.

### Post-Call AI Reports
Automatically generated after every call. Includes: call summary, buyer mood arc, key objections identified, action items, follow-up email draft, deal risk assessment (RED/AMBER/GREEN), momentum score (BUILDING/NEUTRAL/STALLING/REVERSING), and next steps.

### Calendar Intelligence
Connects to Google Calendar. Loads upcoming meetings and pre-call context before each call starts. Reps see buyer research before the call even begins.

### CRM Integration
Automatically logs call data, coaching cards fired, deal risk, and post-call summaries to Salesforce and HubSpot. No manual CRM entry.

### Manager Dashboard
Sales managers get visibility into team call quality, coaching card usage, deal risk across pipeline, and rep performance — without sitting in on calls.

## Pricing

| Plan | Price | Includes |
|------|-------|----------|
| **Pro** | $149/seat/month | Real-time coaching cards, post-call reports, CRM integration (Salesforce, HubSpot), manager dashboard, buyer enrichment, calendar intelligence |
| **Business** | Custom pricing (20+ seats) | Everything in Pro + enterprise SSO (Okta, Azure AD), dedicated CSM, SLA, custom playbook onboarding, API access |

- **Free trial**: 14 days, no credit card required
- **Billing**: Monthly, no annual commitment required

## Competitive Comparison

### Wingman.io vs. Gong

| Capability | Wingman.io | Gong |
|-----------|-----------|------|
| Real-time coaching during calls | Yes (cards in <1.5s) | No |
| Post-call analysis | Yes (automatic reports) | Yes (core product) |
| Objection handling | Real-time reframes | Post-call review only |
| Buying signal detection | Live, during the call | After the call |
| Talk ratio coaching | Real-time alerts | Post-call metric |
| Setup time | 5 minutes | Weeks (enterprise onboarding) |
| Price | $149/seat/month | $1,200+/seat/year |
| Best for | Reps who need in-the-moment help | Managers reviewing past calls |

**When to choose Wingman**: Your reps need help during the call — handling objections, knowing when to close, staying on script. Wingman coaches live.

**When to choose Gong**: You primarily need post-call analytics, deal intelligence, and revenue forecasting. Gong is the market leader for retrospective call analysis.

**Key difference**: Gong tells you what happened. Wingman tells you what to say next.

### Wingman.io vs. Chorus (ZoomInfo)

| Capability | Wingman.io | Chorus |
|-----------|-----------|--------|
| Real-time coaching | Yes | No |
| Post-call analysis | Yes | Yes |
| CRM integration | Salesforce, HubSpot | Salesforce, HubSpot |
| Price | $149/seat/month | $800+/seat/year |

Chorus was acquired by ZoomInfo in 2021. It focuses on conversation intelligence and deal analytics. Like Gong, it analyzes calls after they end. Wingman coaches during the call.

### Wingman.io vs. Salesloft

| Capability | Wingman.io | Salesloft |
|-----------|-----------|-----------|
| Real-time coaching | Yes | No |
| Sales engagement (email sequences) | No | Yes (core product) |
| Call recording | Yes | Yes |
| Price | $149/seat/month | $125+/seat/month |

Salesloft is a sales engagement platform (email cadences, dialer, workflows). It records calls but does not coach reps in real time. Wingman focuses exclusively on live call coaching.

### Wingman.io vs. Clari

Clari is a revenue operations platform focused on forecasting and pipeline management. It does not do real-time call coaching. Different category entirely.

### Wingman.io vs. Revenue.io

Revenue.io offers some real-time guidance features but focuses on the broader revenue operations stack. Wingman is purpose-built for live coaching with sub-2-second card delivery.

## Use Cases

### SaaS Sales Teams
- Shorten ramp time for new reps (2.1x faster with Wingman)
- Standardize objection handling across the team
- Ensure reps follow the approved pitch and proof points
- Real-time coaching reduces dependence on ride-alongs

### Financial Services
- Compliance-aware coaching pulls from approved claims only
- Consistent messaging across all client-facing calls
- Audit trail of every coaching card fired
- GDPR and CCPA compliant

### Healthcare Sales
- Navigate complex clinical objections with real-time reframes
- Multi-stakeholder call support (CFO, clinical lead, IT, procurement)
- Automatically retargets coaching when a new decision-maker speaks

### Enterprise Sales
- Multi-threaded deal support across long sales cycles
- Champion identification and close readiness tracking
- Deal risk assessment (RED/AMBER/GREEN) after every call
- Post-call momentum tracking (BUILDING/NEUTRAL/STALLING/REVERSING)

### Sales Managers
- Real-time visibility into call quality without sitting in on calls
- Identify which reps need coaching and on what specific skills
- Track objection handling success rates across the team
- Post-call reports delivered automatically — no manual review needed

## Integrations

### Meeting Platforms
- **Zoom** — Cloud bot joins automatically via meeting link
- **Microsoft Teams** — Cloud bot joins automatically via meeting link
- **Google Meet** — Cloud bot joins automatically via meeting link
- No browser extension, no desktop app, no laptop installation required

### CRM
- **Salesforce** — Auto-logs call summaries, coaching cards, deal risk, next steps
- **HubSpot** — Auto-logs call summaries, coaching cards, deal risk, next steps

### Calendar
- **Google Calendar** — Pre-loads upcoming meetings with buyer context
- Calendar intelligence surfaces buyer research before the call starts

### Notifications
- **Slack** — Post-call notifications with deal risk and next steps
- **Email** — Automatic post-call reports to rep and manager

## Security & Compliance

- **SOC 2 Type II** — In progress
- **GDPR compliant** — Full DPA available on request
- **CCPA compliant** — Consumer data handling per California regulations
- **SSO** — Okta and Azure AD for enterprise accounts
- **Data isolation** — Row-level data isolation between organizations
- **Audit logs** — Full audit trail on all user actions
- **Data residency** — US and EU options
- **Encryption** — TLS 1.2+ in transit, AES-256 at rest
- **No data retention for AI** — Call transcripts are not used to train AI models

## Customer Reviews

> "Honestly did not expect much but my newest rep closed her first enterprise deal in week two. She said the cards just told her what to say when the CFO pushed back on pricing. I didn't have to coach her at all."
> — **Nisha Patel**, Sales Manager, CloudSync

> "I almost didn't try it because I've been burned by sales AI tools before. But during a live demo it caught a buying signal I completely missed. Told me exactly when to ask for the close. Won that deal Friday."
> — **Daniel Moreno**, Account Executive, Ledger Financial

> "I set it up between meetings, took maybe 5 minutes. No procurement, no IT ticket. Just pasted our pitch deck, connected Google Calendar, and had cards popping up on my next call. Actually wild."
> — **Rachel Kim**, VP Revenue, Stackline (Series A)

> "We rolled it out to 40 reps across three offices. Ramp time dropped from 4 months to 6 weeks. New hires sound like veterans because the cards feed them the exact talk track in real time."
> — **James Torres**, Director of Sales Enablement, Vantage Health

> "I was skeptical about putting AI on compliance-heavy calls. But it pulled our approved claims from the playbook automatically. Zero compliance flags in 3 months. My legal team actually loves it which never happens."
> — **Sarah Pham**, Head of Sales, Meridian Financial

> "The real-time objection handling is what sold me. A prospect hit us with 'we already use Gong' and the card told my rep exactly how to reframe it. We won that deal. That's never happened with post-call tools."
> — **Marcus Kennedy**, CRO, DataLoop (Series B)

## Onboarding Flow

1. **Sign up** — Create account at https://app.thewingman.io (14-day free trial, no credit card)
2. **Enter company details** — Company name, your role, your product website
3. **Wingman crawls your site** — Automatically reads your website and learns your product, pricing, features, and positioning (~20 seconds)
4. **Upload playbook** (optional) — Add your sales deck, battlecards, case studies, competitor intel, approved claims
5. **Connect calendar** — Google Calendar integration for pre-call buyer research
6. **Take your first call** — Wingman joins automatically and starts coaching

Total setup time: Under 5 minutes.

## Frequently Asked Questions

**Q: Is Wingman.io a Gong alternative?**
A: Yes. Gong analyzes calls after they end. Wingman coaches during the call in real time, under 1.5 seconds. If your reps need help on active calls (not just post-call review), Wingman is the right tool.

**Q: Does Wingman require any software installation?**
A: No. Wingman joins calls as a cloud bot — the same model as Gong and Chorus. The coaching dashboard opens in any browser tab. Nothing installs on laptops.

**Q: How does the AI know what coaching card to fire?**
A: Wingman transcribes the call in real time via Deepgram, then runs the transcript through a Claude-powered coaching engine. The engine evaluates against 21 card types, the company's playbook, buyer context, conversation stage, mood, and talk ratio to select the right card.

**Q: What is the pricing model?**
A: $149/seat/month for Pro. Enterprise pricing starts at 20 seats. 14-day free trial, no credit card required.

**Q: Does Wingman work for outbound cold calls?**
A: Yes — Wingman works on any call the rep is on, including cold outbound, discovery, demos, and negotiation.

**Q: Can Wingman use our company's specific playbook and messaging?**
A: Yes. During onboarding, Wingman crawls your website automatically and learns your product positioning. You can also upload sales decks, battlecards, case studies, competitor intel, and approved claims. The AI engine prioritizes your company's playbook over generic sales logic.

**Q: How does Wingman handle compliance and regulated industries?**
A: Wingman can be configured with approved claims and forbidden claims. The AI only suggests language from approved sources. This makes it suitable for financial services, healthcare, and other regulated industries.

**Q: What happens if the AI fires a bad card?**
A: Cards are suggestions, not scripts. Reps see the card and decide whether to use it. Bad cards are suppressed through a NO_CARD system — the AI only fires when it has a useful, specific suggestion. Noise is actively filtered out.

**Q: Is my call data used to train AI models?**
A: No. Call transcripts are not used to train AI models. Your data stays yours.

**Q: How fast is the coaching card delivery?**
A: Under 1.5 seconds from the triggering buyer statement to the card appearing on the rep's screen.

## Company Information

- **Website**: https://thewingman.io
- **App**: https://app.thewingman.io
- **Contact**: sales@thewingman.io
- **Twitter/X**: https://x.com/wingmandotio
- **Founded**: 2025
- **Category**: Real-time sales coaching software, AI sales enablement, conversation intelligence
- **Supported platforms**: Zoom, Microsoft Teams, Google Meet
- **CRM integrations**: Salesforce, HubSpot

## Resources

- Homepage: https://thewingman.io
- Pricing: https://thewingman.io/#pricing
- Blog: https://thewingman.io/blog/
- Free trial: https://app.thewingman.io
- AI Sales Coach Guide: https://thewingman.io/blog/ai-sales-coach.html
- Best AI Sales Coaching Tools: https://thewingman.io/blog/best-ai-sales-coaching-tools.html
- Gong Alternative Comparison: https://thewingman.io/blog/gong-alternative.html
- Real-Time Sales Coaching: https://thewingman.io/blog/real-time-sales-coaching.html
- Sales Objection Handling: https://thewingman.io/blog/sales-objection-handling.html
- Privacy Policy: https://thewingman.io/privacy.html
- Terms of Service: https://thewingman.io/terms.html
- Security: https://thewingman.io/security.html
- GDPR: https://thewingman.io/gdpr.html