Sales Enablement Blog

Change Sales Behaviors Using AI with the Mindtickle Spring 2024 Launch

Poornima Mohandas
View all posts

May 15, 2024

Forward-thinking GTM teams today focus on driving behavior change to achieve superior seller performance.

With Mindtickle’s Spring 2024 launch, we want to give you the power of generative AI and analytics to make behavior change easy, convenient, and at your fingertips. With this launch, you can:

Give your sellers superpowers
Enable your teams in the flow of work
Empower your sales managers

Mindtickle has been a consistent innovator in the revenue productivity space, and we strive to give you the best that technology offers. Here’s what Nishant Mungali, Mindtickle’s co-founder and Chief Product Officer, said about the Spring launch:

“As AI technology progresses and matures, our product team will be at the forefront, putting it to good use to serve our customers. In our first iteration, we made revenue teams more efficient. With every subsequent iteration we will make them more effective as well. This will give valuable time back to our customers so they can do more long-term, strategic thinking.”

Nishant Mungali

Mindtickle Co-Founder + Chief Product Officer

Give your reps superpowers

According to the Harvard Business Review, in the B2B buying journey, buyers spend just 5% of their time with sellers. With so much information easily available online, buyers want to engage with sellers less and less.

So, how can your sellers engage buyers better? With AI superpowers, they can. Introducing Copilot for sellers, giving them the power of AI so they can be on their A game anytime, all the time.

Buyers constantly have questions and curveballs for sellers.

“How are you different from Competitor X?”
“I don’t have budget this quarter.”
“Can you integrate into my system of record?”

With Mindtickle Copilot for sellers, your sellers can strategize deals, tackle objections, and find answers to complex questions at their fingertips. Sellers will be more responsive to customers, seem like the smartest person in the room, and close deals faster.

What’s more, sellers also become more productive as Copilot for Sellers automates the grunt work of drafting emails and updating CRM.

Let your sellers practice their craft in a scalable way

Another way to drive seller behavior change is through role-plays. Sellers want to practice their pitches, but sales managers have little time to practice, review pitches, and give constructive feedback. Many role-play initiatives at large organizations fail because managers don’t have the time to review hundreds of pitches.

To solve this problem, we put AI to work at multiple levels. First, we got it to grade pitches, and now, in the Spring launch, we made it interactive, which means sellers can practice with AI live and have engaging conversations in realistic selling scenarios.

Just last month, a large Fortune 100 tech customer put the AI grading to test. They launched a pitch contest for a new product line. About 3,500 sellers submitted over 6,000 pitches and the contest got a 95% adoption. Sales managers couldn’t review these 6,000 pitches, so AI did the heavy lifting, giving the reps textual, keyword, and emotional feedback for every submission.

This saved over 30 weeks of sales managers’ time, and the reps got plenty of practice on their new pitch. Over the last six months, Mindtickle received more than 100,000 video role-play submissions that AI reviewed and graded fully.

weeks saved when Copilot reviewed pitches + gave feedback

After this success, our product teams continued to iterate with AI. We know sellers crave immersive learning experiences, so we wanted to deliver something truly immersive and impressive.

With the newly launched interactive AI role-play, sellers can practice with an AI avatar and focus on beating the bot. They can practice pitches, objection handling, and difficult conversations endlessly with the avatar to become their best version in a safe and scalable environment.

Here’s what the head of enablement at a Fortune 500 chemicals company had to say after checking out the Interactive AI role-play capability,

"That was awesome. I can see how we can use it to help in teaching our negotiation program. We have super manual two-way role-play at the moment, this interactive AI role-play way exceeded my expectations. I had more lag time than it did."

Head of Enablement

Fortune 500 Chemicals Company

Sellers benefit in three ways:

They can become the best version of themselves without depending on their managers for feedback
They get immersive, on-the-job learning
They are motivated to keep practicing their pitches till they score 100%

Empower your sales managers

Frontline sales managers have one of the toughest jobs across your company. They are always hard-pressed for time between account planning, trying to keep their forecast from slipping, and rolling up their sleeves to save at-risk deals.

Despite their obvious pains, they have been an underserved persona in technology. With the launch of the Manager Command Center, we want to change that.

When sales managers log into Mindtickle, they will get an experience tailored to their daily needs and priorities. They get prescriptive and actionable insights that drive team performance and behavioral change. At a glance, managers can see:

The team’s activities, be it meetings and calls
Who needs coaching, and on what
Who’s behind on training completion
The team’s skill gaps

The idea is that even if a sales manager gets 30 minutes of free time, they can effectively coach a B player into an A player and drive team performance.

Give time back to sales enablement teams with AI

We often hear sales enablement teams are short-staffed and spend the bulk of their time creating content. Creating content from scratch takes too long and is very labor-intensive. So, we put AI to work for our third persona.

With this new feature, AI-program outline creation, enablement admins can give a few simple prompts and get a very well-fleshed-out AI-generated course outline that includes passive and active learning such as courses, role-plays, coaching sessions, and assessments. You can customize the program outline to meet your organization’s needs.

This is on the back of AI for assessment creation which has become quite popular with our customers. As per the 2024 State of Revenue Productivity Report, at least 5% of all assessments in Mindtickle are created by AI.

With this capability, enablement managers can simply point to a course and ask AI to create an assessment for it. AI will create it quickly, resulting in significant time savings.

Time to create an assessment

minutes without Copilot

minutes with Copilot

Have fun using AI

We had fun building these cool new capabilities using the latest technologies to serve sellers, sales managers, and sales enablement teams. We hope you have as much fun using it.

Register for the upcoming webinar, “Sales Superheroes Unleashed: Transforming Sellers into Superstars with AI,” on June 5, 2024, to learn more about the Spring launch and hear customer stories firsthand.