Just-in-Time Enablement: Transform Sales with GenAI Role-Playing and Coaching

Foreign.

Is Eli Cohen and I'm the CEO and co founder of Saleshood and excited we're gonna do a little more than a sneak peek. We're gonna dive in and, and Gerhardt and I talked about like let's not even do slides, let's just get fully, fully immersive here. And I do have to say one thing before we dig in. And for those of you that are here, you know, that have been followers of Gerhart for many, many, many, many years, Gerhardt had a birthday last week. So please, please, please make sure you wish him a happy birthday. He's an amazing leader and someone who we've all admired and appreciate. So Gerhardt, happy birthday to you my friend. Happy birthday my friend.

I appreciate that.

Of course, of course.

Now that you have started with something positive, can you say something negative about AI?

Something negative about AI? Well listen, you know what I think hopefully today we're not going to have any hallucinations and hopefully today everything's going to work. But as I think about the promise of AI, I need to anchor myself in kind of the reality of where we are in the world. And our sales teams are at a crossroads, our sales enablement teams are at a crossroads. And really if you look at where we are in 2024 and the eve of 2025, we've got win rates are down, quota attainment is down. Going a little deeper, right, We've got sales teams that are struggling, they can't find content, they don't know what training they should take. You know, they're not getting coaching from their managers like Gerhardt. This is causing some a lot of stress, a lot of stress for sales leaders, a lot of stress for marketing leaders. And what I'm here to say is Gen AI, generative AI and what we have in store, what we're going to show you today can solve many of these challenges that sales teams is faith are facing. And know Gert, before I dig into the demo, just a quick sentence for those of you that are less familiar with Saleshood. Saleshood. We, we founded the company 11 years ago, born out of Salesforce. You know I led enablement at Salesforce during the hyper growth years and built a platform to empower and enable sales teams to support a lot of the best practices I did way back when. And Saleshood is a purpose built revenue enablement platform and we guide sellers on what to do and what to share. And so Gerhardt, should I just dig in and show people kind of what this new world of sales enablement looks like what do you think? Should I get in?

I want you to define the fundamental change that AI is going to deliver from.

Delayed enablement to just in time. Enablement.

Yeah. So the specific change that Gen AI is doing is providing. The benefit is providing to sales teams and to marketing teams is this. You know, historically sales teams would have to go look for content. They'd have to go look for training you as a marketer or as a sales enablement practitioner. You would have to think about every possible scenario, every use case, every sales play, for every Persona. Just imagine Gerhardt, you've got thousands of pieces of content, thousands of classes, thousands of assets and it's a big matrix. And then you've got sales stages and you've got, you've got Personas. And now as a salesperson, I'm about to jump on a call with Gerhardt who's a CRO and I got like what industry is he in? You know, what role is he, what, how's he engaged with us in the past? And then, and then I got to figure out the content and I got to go look for it. I got to prepare. I'm spending hours and hours and hours preparing for a simple call that guess what Jenny, I will do that in a snap of my fingers in two seconds. It'll give me everything I need so I can plan, prepare and make sure that when I show up for my call with Gerhardt it is amazing and it's the best call because we have to make sure that when we show up for these calls they're so limited, Gerhardt. We don't have like we maybe have one chance and first impressions matter. And so if we can provide salespeople with everything they need so they can spend more time selling, less time searching. If we can give people salespeople the, the coaching, the coaching and if we can give salespeople more at bats and if Jenny and I can do that efficiently and effectively. Home run. What do you think, Gerhardt?

I don't believe you. Show me.

Ah, show me, show me, show me. All right, let's get in here.

So listen everyone, welcome to Saleshood purpose built sales enablement platform. And I am a salesperson. I'm logged into sales hood and I'm. This is my revenue hub, right? And what's amazing here is it has everything I need in order for me to sell. It's got, you know, a curated welcome message. It's got all of my sites here, my digital sales rooms in one place integrated with Salesforce. That's another key benefit Gerhart, you know we're pulling in all the CRM data as well. So we know what's working, what's not working. Here's my AI assistant. I've got an AI for pitch practice. I've got an AI for role play. We're going to show it to you and here's my recommended content, my recommended training and then my curated sales place like boom. This sales experience is purpose built for salespeople. So this homepage experience is something that sales people aren't used to seeing. Right. I'm going to get into the AI in a second. Gerhardt, any questions on the homepage?

I, I think it's phenomenal. And the pitch practice, I want to, I want to say if you practice your pitch, your pitch can make you rich.

Your pitch. I love that, I love that. So we're going to do three things. Gerhart, we're going to show you today the show me, don't tell me how gen is going to help salespeople become more efficient by spending more time selling and less time searching. So we're going to show you AI search. That's kind of the first. Just in time AI that we're going to show you. The second thing we're going to show you is a pitch practice where I can practice my pitch. Make sure that you know, I, I've got all the right words, I'm using the right messages. I am on message so critical for sales and marketing leaders. And then the role play which is phenomenal so we can actually get more at bats. And so here I am, I've already put in my search here. So how should I sell against Acme? You know, Acme is one of my, one of my big competitors out there and, and you know I normally would spend a lot of time searching the library looking for information and then boom, look what it's done to sell against Acme. Highlight some of the following points, right? And remember I'm a sales neighbor company. I'm trying to sell to and, and, and Acme is, Acme is, is my competitor. And then highlight the strengths of saleshood and emphasize sales and simpler management and showcase sales. Boom. It's summarizing this for me and I love it. It's even pointing to the sources so I could go a little deeper, look at the battle card. I could watch some of the win stories. You know what, this is great Gerhardt. Now I want to save time, you know, you know, write me an email to send to a prospect leveraging a lot of the same technology that we know and love from chat GPT, you know, now it's built into sales food and it's private, it's secure, it's trusted. And. And boom, it writes an email. Gerhardt, just like that. Like, now I can just copy and paste the email. I can send it. But Gerhardt, I know you speak French and I know that you love when someone actually talks to you in a language that you love. And so, you know, write this, translate this to French, translate to French just for fun, right? Bien bonjour. M. And so, boom, here it is also in French. So in a matter of 30 seconds, what I did, Geart, was I needed to ask the system to help me sell against acne. It gave me all the information I learned. You know, I got the battle card. If I wanted to look at the battle card, check this out. I can even go a little deeper. Gearhart. And I can go here. I can watch the videos, I can watch the win stories, I can practice my competitive talking points against Acme. And super exciting. So that's the first thing I wanted to show Gen AI as it relates to efficiency and as it relates to providing salespeople the ability to spend less time searching, more time selling. This is amazing. And by the way, Gear, the biggest problem today out there is salespeople. Even with the great companies that are providing sales content systems, the legacy providers out there, even with all those companies, we know who they are. Even with all those companies, salespeople, it's crazy. They still can't find what they need to sell when they need it most. This is just in time. Enablement all the way down to give it to me in French, that's amazing.

And it's well done, easy to use.

Thank you, thank you, thank you. And I, I love it. All right, well, you're like, okay, Eli, show me more. So, so now I. I've got the information, I've sent the email, and I can send the email to a curated site and all that. Goodness, we're not talking about that. We're talking about just in time enablement. Now I want to make sure that my pitch is good. And so now every salesperson, they have their own personal AI assistant. Not just for searching, not just for content recommendations, but also to practice. And so here I am. This is my. This is where I can come in here and practice key phrases. Revenue enablement, convenient guide sellers time to value generative AI personalized. I can look at the scorecard here and there's a scenario behind this. And here's the cool thing. About Jenny, I Gerhardt. The cool thing about Jenny, I know, by the way, restricted phases. Don't mention our competitors. Don't be mentioning high spot and seismic. Don't mention features like LMS and cms. Focus on value, focus on impact. Right. Makes sense. No, that's how we should be pitching. Right. We should be having a impact, you know, oriented. So. So before I do it, you know, I just, I just want to say, you know, back in the day when I was at Salesforce, the essence of what got our sales teams to be productive and to be on message, it was a genius thing that Mark Benioff said was like we need everybody to be aligned on message. And this is the essence of what we did there. And we brought it to life here in the sales platform. And, and this is incredible because now salespeople, at any point in time, whether they're about to prepare for a call, whether they're, you know, about to prepare for a demo, they can come in here and they can practice and then they can get feedback from AI and they can get feedback from their managers. So you ready to see how it works?

I'd love to.

Awesome. So I'm going to do a pitch. I'm going to practice, I'm a salesperson, I'm going to go ahead and I'm going to start recording. It's going to Count me down. Yeah. This is my pitch. Right. Basic pitch.

Hello, my name is Eli Cohen. I'm the CEO and co founder of Saleshood. Want to talk to you about Saleshood, a purpose built revenue enablement platform. We're all about guiding sellers on what to do and what to share. You know, we are about, we're all about helping companies improve their win rates. Dramatically improve their win rates. And we do it with a learning management system, an LMS and a cms. And we do it better than anyone else out there. We do it better than companies like Seismic and High Spot. What do you say? You interested in improving your win rates? So boom, I've just done a pitch, right? We'll see what AI says how I did. And so it's automatically transcribing it, it's capturing it, it's scoring it, it's looking at the best practices. Back to what you said. How is Genai improving the just in time enablement like boom. Like it is looking at all the best pitches. It's looking at the script that marketing created, it's looking at all this information and now it's telling me, okay, I got a 6.3 based on the scorecard. I think everyone can tell some of the things I did wrong. I mentioned competitors but like let's just see here. First of all my duration was ideal duration. My pace, try to speak slow, slower. I am doing a demo and I'm on a short timeline. So G, I'm trying to do fast as I can tone. You know I, I think, you know I think maybe they said I was neutral. I could have been a little bit more positive in my tone. And then I mentioned three out of the. Oh God. I, I shouldn't be mentioning lms, I should not be mentioning cms. Don't be mentioning some of those competitors. And then boom, I, I got four out of the phrases. So I have some work to do here. Gearhart. And then look what it did here. Hello, my name is. You started with a friendly intro where I can improve. This part of the pitch sounds more like a scripted description rather than a natural conversation. Great feedback. Hi Gerhardt.

It is awesome.

It's really mind blowing how instant analytics can impact your behavior and impact your ability to change. So you're going to spend less time training and you create more proficient salespeople that are on message like Mark Benioff said that speak the customer's language but also they are fluent in their presentation.

So you're 100% right. So our customers that have leaned into Gen AI and are using the AI pitch practice are seeing their win rates dramatically improve. We're talking 50, 60, 70% within 30 days. We're seeing their sales cycles go down but we're seeing them roll out products faster than ever before. New messages, new products, new sales campaigns are being rolled out Literally now with this AI pitch practice in a matter of days and hours compared to weeks and months because they can instantly and then reps. The data is incredible. We're seeing people, we're seeing you know the, the, the sales teams that are doing it, they're practicing. How many times would you guess Gerhardt? We, someone has this ability to practice is you know how many times for every time they got to do a practice, how many times you think they'll do it before they get it right? Let's guess.

I, I, I know there are numbers from, from like four, five to 36.

Yeah, so, so we're seeing you know, five to eight times for a short 30 second pitch. But just think about that. You want to get people aligned. I didn't get it right the first time. I'm going to do the second time. We're competitive. I'm going to do it the third time. The fourth time. I know we're running short in time. Geart and I want to show you the AI roleplay. Two more minutes. Are we good?

We're good.

Okay, thank you. So now I not only want to get. I want to get the right messages, but guess what? I now want to also master the conversation. I want to give our sales teams more at bats. So this scenario is very. Oh, you'll hear it in a second. So this is an AI interactive immersive role play. This is now in a beta. It's coming out in the next few weeks, just in time for scoffers. We can't wait. We've got a number of customers that are already planning to roll it out, but let's see how it works. So this is an interactive conversation.

Would you like to do a role play?

Yes, please.

Great. What's your name?

Eli.

Great.

Nice to meet you, Eli. During this role play, you will play the role of an SDR at saleshood. Let's begin the role play. Hi, this is John Doe, Chief Revenue Officer at novatech. What can I do for you?

John, my name's Eli Cohen calling from sales. Want to talk to you about how we can help you improve your win rates by 50%.

Now is not the right time. Can you send me an email or call me back in a month? Now is not the right time. Can you send me an email or call me back in a month?

John, listen. I hear that all the time. Appreciate that. How about we focus in on helping you improve win rates this month? You have five minutes just to see the demo.

I understand your enthusiasm, Eli, but how does your product help sales reps be more productive?

John, listen. We're going to guide sellers on what to do. You're going to use digital sales rooms to provide the right content to your teams. You're going to have Gen AI is going to do coaching and you're going to know exactly what's working and not working. Do you have time for just a quick demo so you could see it in action?

All right, Eli, that sounds interesting. I can spare a few minutes for a quick demo. When would be a good time for you to schedule that, John?

That's great. How About Thursday at 10am.

Thursday at 10am Works for me. Looking forward to it, Eli.

Thank you.

Great job, Eli. Here's some constructive feedback on your performance strengths. 1. Handling objections. You did a good job overcoming the initial objection and kept the conversation moving forward. 2. Value proposition. You effectively communicated the benefits of saleshood, mentioning key features like Digital sales rooms and AI coaching opportunities for improvement. 1. Initial engagement. Your introduction was a bit rushed. Consider starting with a brief but personalized opener to build rapport, such as mentioning something specific about NovaTech. 2. Clarifying benefits. While you mentioned several features, it would be beneficial to tie these features directly to the challenges I mentioned. For example, improving quota consistency and deal efficiency. This helps in creating a more compelling narrative. Overall, you successfully navigated the conversation towards setting up a demo, which is the primary goal. Well done on keeping the Interact.

So, Gerhard, I'm going to stop it because I know we're getting close on time. And what's your feedback on how the AI role play, the engagement, the interaction work? What's your take?

Well, I ask AI to say something complimentary about saleshood and AI Saleshood shines bright. Helping teams take flight with tools that empower to reach new heights.

I love it. Gerhardt. Listen, I do want to invite everyone that just saw the demo. If you're interested in seeing a more personal demo, one on one with my team, please, you can. You can find us on our website. There is a link that you can click in the description. And I'm so grateful to Gerhart and the entire Sales 3.0 team for including us and especially, you know, your folks, Amanda and Carrie. You put on a great, great event here. And Garrett, I'll. I'll take any questions that you or anyone has in the. In the Q and A. Wonderful.

Let's head over to Eli's virtual booth and I wanted to hear Stephanie's take on the role play. How would you rate the student Eli?

Oh, the student Eli. I mean, I can't imagine for 600 people to try to do a role play. I thought it was bad enough for my students to be in a room with just a handful of people. You did a great job, Eli. Live in front of 600 people.

Well done.

No, no, I appreciate it. I appreciate it. I. You know, you'll notice. Listen, you know the. Listen, the AI scenario based. And, and we could have picked any role. Sdr, ae the SDR one shorter so we could do the demo faster. But that objection, right. Like it's. How common is that? You pick up the phone, you call someone like, great, thanks for the call. I don't got time for this right now. So that's why, boom. It hits you right in the face at the beginning. And you want to make sure folks are practicing that to overcome it. And. And that's what we really want to do. Get people practicing it in with a role play. And we're so excited about this. Stephanie, I know you're in the space as well. And it's just so exciting, huh? How Jenny is helping to make salespeople better, so excellent.