Notes from the wings.
What the research says about practice, what the field says about ramp, and what we learn building an AI buyer that refuses to be easy.
Buyer's guide
AI roleplay for customer support teams: rehearse the escalation before CSAT does
Support escalations need rehearsal too. How AI voice roleplay transfers into CX: scenario types, scorecards, and buyer questions.
Playbook
Turn your sales playbook into roleplay scenarios that reps will actually use
Scenario anatomy, a reusable template, ten starter ideas, difficulty twists, and how Scenario Studio turns playbook language into live buyers.
Building Kulissa
What we learned building Maya, Kulissa's hard AI buyer
Maya is the public hard-buyer rehearsal: convince the gatekeeper, earn promotional credits, feel interruption before you scope a team engagement.
Playbook
Playbook
Turn your sales playbook into roleplay scenarios that reps will actually use
Scenario anatomy, a reusable template, ten starter ideas, difficulty twists, and how Scenario Studio turns playbook language into live buyers.
Playbook
A sales onboarding plan for the first 30 days that puts practice before pipeline
A first-month plan for new AEs: product literacy, scored practice, supervised live calls, and readiness gates before full pipeline pressure.
Playbook
How to build a sales scorecard managers actually trust
If managers ignore practice scores, the rubric failed. Build a sales scorecard with shared language, evidence rules, and calibration that sticks.
Playbook
An objection handling framework that survives interruption
Most objection scripts assume a polite buyer. Here is a framework for real calls: acknowledge, isolate, evidence, advance, under interruption.
Research
Research
Role-play vs conversation intelligence: which one builds the skill
Call recording coaches the show after it ships. Role-play is rehearsal. Here is how to use both without confusing film review with deliberate practice.
Research
Deliberate practice for sales teams, without turning enablement into a cult
Ericsson's deliberate practice rules map onto sales rehearsal: clear goals, evidentiary feedback, and rising difficulty managers will actually run.
Research
Sales ramp time benchmarks for 2026, and how to read them honestly
Bridge Group 2026 puts AE ramp at 6.2 months with 48% at quota. Here is how to use those benchmarks without fooling yourself on readiness.
Research
Why sales reps forget most of their training, and what actually sticks
ATD and Gartner put forgetting at 70% in a week and 87% in a month. Here is why classroom training fades, and how rehearsal keeps skills on stage.
Buyer's guide
Buyer's guide
AI roleplay for customer support teams: rehearse the escalation before CSAT does
Support escalations need rehearsal too. How AI voice roleplay transfers into CX: scenario types, scorecards, and buyer questions.
Buyer's guide
GDPR questions to ask any AI sales training vendor (and what good answers sound like)
GDPR questionnaire for AI roleplay vendors: lawful basis, subprocessors, training use of data, retention, DSRs, and EU transfers.
Buyer's guide
AI sales roleplay software buyer's guide for 2026
Vendor checklist for AI sales roleplay in 2026: voice realism, playbook scoring, manager workflow, security, pricing shape, and transfer proof.
See it on your own playbook.
Twenty minutes. Your scenarios, your methodology, the reports your managers would read on Monday.