#4 GTM AI Podcast: Quantified.AI with CEO Noah, Why Everyone Hates Roleplay and How AI Can Fix It

https://www.gtmaiacademy.com

https://www.quantified.ai/

You can find the podcast here on Linkedin on my profile every Monday morning at 7 am MST, or Spotify, Apple, Youtube, and other locations.

Noah and I have been connected for a few months and I knew when I started this podcast, I wanted to have him on because of his unique background understanding metrics, quantitative analysis, and what really makes a difference in the GTM space.

Some highlights:

• Noah started Quantified AI to help sales professionals improve their conversational and presentation skills after realizing he needed to develop those skills himself to advance his Wall Street career.

• Quantified uses AI and machine learning models trained on sales conversations and outcomes over a decade to provide sales reps with a video roleplay simulation environment and personalized feedback on their performance.

• The goal is to make roleplay actually useful instead of the dreaded experience it often is, allowing reps to practice critical skills at scale.

• Key capabilities: ingests existing training materials and personas to automatically build simulations; provides scoring and benchmarking against top performers after roleplays.

• Seeing 6x more willingness for reps to practice with AI coach vs managers due to always availability, personalization, and psychological safety.

• Helping clients certify reps 40% faster, move 10% of team to high performer behaviors in 2 quarters.

Noah said at one point:

"We have a decade of behavioral research, right? So first, we're using that to train our models...Second, one of the things we learned in a decade of behavioral research is nonverbal interaction is really important."

"Everyone hates it. It's artificial. Managers hate it. Reps hate it. Doesn't, you know, doesn't work. It's broken. So, it works, but everyone hates it."

One question I asked was, "How to address the issue that people know they are talking to an AI so may not take practice seriously."

Noah in summary said, "AI coaching will likely never be perfect, but it's better than the alternative of limited roleplay practice that happens today. The AI holds people accountable, creates real pressure to perform, and people practice 6x more with the AI than managers."

One thing to point out with Quantified.ai that makes it unique among many other AI roleplay tools, is that it is both Audio and Video avatars where most others are audio only.

Let me know what you think of the podcast and head over to https://www.quantified.ai/ and tell them that Coach K sent ya.