How to Use AI Roleplay to Improve Sales Conversations and Close More Deals with Paul Burani

Chris Daigle (0:00)

Hey, before we start the show, I got to tell you, most executives I read into, they're using AI, but they're writing emails and summarizing documents. But I only see a smaller group doing what I call thinking in AI.

They see a decision in the business, and they already know where AI fits. So if you're using AI most days and you suspect you're getting 5 percent out of what's possible from the models, that's the exact gap that my private practice handles.

In my private practice, you and I will work together one-on-one throughout the month, using AI to handle real decisions in your business, build custom agents that you can start delegating to, and save you from making six-figure mistakes when it comes to budget decisions for AI software services. Now, my private practice is limited to 10 executives only. If you're interested, go to chrisdagel.com and find out more. You and I can jump on the phone, we can see if it's a fit, and I can give you a clear idea of the impact it would have on your business. Now, let's meet our guest.

Paul Burani (0:51)

Let's figure out how to use the AI to beat the AI and keep us relevant in the future.

Chris Daigle (0:56)

Most of you are thinking that I'm going to train my people to use AI, but this is AI actually training your people to be better humans.

Paul Burani (1:03)

What happens is, if everybody has access to the same AI, powered by the same underlying data, we're all basically a commodity unless we think about ourselves as competing on our ability to leverage that technology. And that takes original thought, it takes creativity. And in the world of business, it also takes people working with people. We have a roleplay app that does this. It simulates conversations based on detailed personas. It gives you objectives, you execute, you connect your experience to coaching and feedback, and ultimately to business outcomes. Can I onboard faster? Can I close a deal faster, close a deal bigger? Whatever it may be. And then from there, we're helping executives read the data at scale to understand the skill gaps that are persistent across their organization.

Chris Daigle (1:46)

I'm going to go to roleplay.atlasprimer.com and check it out myself, actually.

Hey, everybody. This is Chris Daigle. Welcome to Using AI at Work. This is going to be another fantastic episode. Before we get started, I know that in the ads that we have for our services, some of the links may have been off, particularly the 50K link. We fixed it. So if you tried it in the past and been like, but I want to talk to you, Chris, and it didn't work out, please try again. At this point, we've done 120 something episodes and we've covered a lot of topics. And what I've found is that most business owners, they're on this thing because they have a belief that AI training means teaching employees to use AI.

But in today's episode, we're going to flip that script and show actually how AI can be used to train employees to be better at human conversations, which is the point of distinction for a lot of businesses. The IRL, the in-real-life angle is becoming, and the authenticity of a human conversation is becoming more and more desired by people who are getting inundated with long emails being generated by AI and agents and those sorts of things. And today our guest is co-founder and CRO of a company called Atlas Primer. And what they do is they actually sell an AI-powered role play and training platform. So, again, remember, most of you are thinking that, oh, I'm going to train my people to use AI, but this is AI actually training your people to be better humans. So, Paul, thank you for being on the show. And we're excited to dig into this because this is not a topic that we've covered before. So before we jump into kind of the conversation, is there anything that you think the listeners need to know to kind of better understand the direction we're going to be taking the show today?

Paul Burani (3:37)

Good question. And thank you. Of course. I appreciate being here.

I've been looking forward to this. So anything they need to know, I'm going to say no. Let's go in a blank slate. The only thing I'll say is, open your mind. Because we're in this mood within the workforce, within the sort of professional community. We're in this mood of looking at AI as sort of a race of incrementality.

And we've seen evidence that we can shave a few points of margin, or we can find a few incremental gains. But really, this conversation is going to be a lot more about a paradigm shift. Like you said, let's figure out how to use the AI to beat the AI and keep us relevant in the future.