One step ahead with Fioro
Our most important results come from working with other people, whether customers, partners or suppliers. Every meeting, phone call and email helps decide whether someone trusts us and how the relationship develops. In those moments we’re usually on our own. The last training was months ago, nobody from the team is there, and with dozens of contacts at once it’s hardly possible to remember every detail someone told us three months ago.
That’s exactly what we’re building Fioro for, and we use it ourselves every day. The coach is at our side when it counts. It practises with us, prepares meetings, drafts emails and helps with strategy. It remembers every detail, keeps track of all our contacts and thinks ahead about who needs attention next. The relationship itself stays with the person. Fioro strengthens it instead of replacing it. We call this Cooperative Intelligence: the systematic ability to make human cooperation better.
This guide shows how we use Fioro and where we think it adds the most value. Most examples come from sales, but the principles behind them apply to working with anyone outside your own company.
Part 1
Principles
How we think about people, conversations and the role of AI.
Conversations stay human
People buy from people. Trust grows between individuals, not between companies or AI agents. The more AI takes over in the background, the more it comes down to what only people can do: listen, understand, convince.
Fioro creates the framework so we can focus on exactly that. The coach takes over what doesn’t need a person and systematically makes sure that we go into every conversation well prepared, raise the right points and know the next step. The conversation itself is still ours.
Every interaction counts
A relationship grows over many interactions: meetings, phone calls, emails. Trust takes a long time to build and very little to lose. A forgotten detail or a broken promise is enough to damage it.
So our standard is to be one step ahead in every interaction. Nobody should have to repeat themselves to us, because we remember what they told us months ago and we already know the next step.
Tailwind for those who take their luck into their own hands
We believe in people who show courage and take their luck into their own hands. People in sales rarely have a safe job, and anyone who builds something on their own takes a risk. These people deserve backing.
Fioro is on their side. What someone tells the coach is visible only to them. Admins can see that Fioro is used, but not what was said to the coach. Fioro helps most when people use it on their own initiative.
Training and reality are one loop
Sales leaders tell us that most of a two-day seminar is forgotten two weeks later, because the learning happens outside of real work.
With Fioro, training and real work feed into each other. We practise on our own whenever we want and use what we practised in real conversations. Those conversations show where we still struggle, and the coach turns that into the next practice session. It’s the same coach in both places, so it practises with us in training and helps us think through our next conversations.
Part 2
Train
In the Fioro Training Suite, you practise in a safe setting, with no customer listening. New team members get to know playbooks, products and the industry, and practise explaining them clearly. People who already work with customers bring situations from their day, e.g., an objection that keeps coming up, and practise handling it better next time.
Rehearse before it counts
Most people avoid practising in front of thirty colleagues because it’s uncomfortable. Practising alone, at any time, with a counterpart who reacts like a real customer, is much easier to start.
A mistake in a roleplay costs nothing, while a mistake in front of a customer can cost the deal. So practise the hard conversations first, e.g., the difficult objection or the call you would rather postpone.
Turn expertise into customer value
Knowing a product or an industry well is only half of the job, because customers also need to understand it. Whether they understand it depends on how you explain it, e.g., which example you choose and whether you use their words.
Practising the explanation helps most when you’re new to a product, a team or an industry. You can ask the coach about any topic, and the coach can create a coaching session where you practise exactly that.
Turn everyday moments into practice
People who already work with customers find the best reasons to practise in their own day, e.g., the objection that keeps coming up or the question they couldn’t answer well today. Moments like these show exactly where you still struggle.
Tell the coach about it, ideally right afterwards. It turns the moment into a coaching session or a roleplay, so you’re prepared next time.
Part 3
Win
The Fioro Customer Module is about your real customers and meetings. The coach knows them, remembers every conversation and prepares you for the next one.
Put the person first
A CRM maps the sales process: stages, records, dates. Deals, however, are won with people. If you know what troubles someone, what they hope for, how they make decisions and who else has a say, you can respond to that person instead of following a standard script.
Getting to know someone starts before the first conversation. The coach researches new contacts and gives you a briefing before you reach out for the first time. With every conversation after that, the picture gets clearer.
Preparation is half the battle
Many conversations are decided before they start. If you know what was said last time, what the customer needs and where it could get difficult, you go into the meeting with a plan.
The coach prepares you for important meetings with everything it knows about the customer. If a lot is at stake, you rehearse the hardest part in a roleplay first.
Keep the full picture
With one customer, you remember everything, but with thirty customers over several months, details get lost. The coach keeps track of every conversation. What it does with that is more important: it knows which details are relevant right now, and with every conversation it understands better how a customer thinks and where a deal stands.
So it pays to update the coach after every important meeting. Then it can tell you at any time which customers need your attention right now.
Follow through
Trust is quickly lost, rarely in one big moment and usually through small things that get left undone, e.g., a call that never comes or a document that never gets sent.
The coach keeps track of open items and reminds you when it’s time. That goes for a reply to a customer email as much as for the customer you wanted to get back to in three months. And if an important deal stalls, you work out together how to get it moving again.
Part 4
Make it stick
How Fioro becomes part of everyday work, for each person and for the whole team.
Use the coach in your daily work from day one
Most people start with training, and in the first weeks that’s the right focus, with roleplays, coaching sessions and a training plan. After 30 to 60 days, training becomes occasional, and work with real customers takes over.
The switch works best when it has already started. Ask the coach your first real question on day one, e.g., about the product, a customer or tomorrow’s call.
Set your own rhythm
The habits that last are the ones you set up yourself, e.g., a short check-in in the morning, a prep before every important meeting and a debrief after it. At the end of the week, a short review helps you plan the next one.
Find a rhythm that fits your work, and use the coach to keep it up. Not every session has to be long:
Long
30+ min
A roleplay or a coaching session on one topic
Medium
5 to 10 min
A question to the coach, a meeting prep or an email
Short
30 to 60 sec
A short tip or a look at today’s priorities
Lead by example
Teams follow what their leaders do more than what they announce. Rollouts work best when leaders use Fioro themselves and talk about it, and when a few champions help their colleagues get started. The first 30 days decide whether Fioro becomes a habit.
Training plans give new team members a structured start, and challenges give the whole team a reason to practise together.
Overview
All use cases
Situations from a rep’s week, and how to handle each one with Fioro.
Getting started
2
Practising
3
Internalise a sales playbook
You're new, or a playbook has changed, e.g., for the first call or for handling objections.
Learn from your feedback
Right after a roleplay.
Work on a specific skill
You want to get better at one skill or understand one topic, e.g., handling an objection or presenting your pitch.
Before a conversation
3
After a conversation
3
Regular check-ins
3
Winning a deal
3
Leading a team and driving adoption
3
