There’s no shortage of AI tools out there. But in a high-velocity pre-sales environment, I’ve found that it’s not about stacking tools, but about choosing the ones that make your team more effective, without slowing them down.
I’ve spent the last year experimenting with different AI-driven tools across call prep, coaching, and training. I want to share three that have earned a real place in our workflow. Not because they’re flashy, but because they help us sell smarter and coach better.
1. Call Intelligence Tools (Like Gong or Chorus)
We use these to record and analyze customer calls, but the AI functionality has really taken the value to the next level.
How we use it:
After a call, the AI-generated summaries give us quick insight into what was said and what wasn’t said. I’ll coach reps by asking:
“This call summary highlights pricing and integration pain—did we dig deep enough on business impact?”
We also use trackers for key phrases or objections, which helps us spot patterns across deals. This has helped us refine our discovery questions and tailor messaging to what’s actually resonating (or not).
2. Generative AI Models (Gemini / ChatGPT / Claude / Perplexity)
We treat GenAI like a brainstorming partner. It’s not customer-facing, but it’s always on in the background for prep, messaging, or learning. Another thing to add is that we always edit what comes out.
How we use it:
Before a demo, a rep might ask ChatGPT:
“Based on this customer’s site and a summary of their last call, what are some pain points to probe around data architecture?”
I’ll also encourage reps to use it post-call for reflection:
“What technical risks did we uncover? What follow-up content could we send that adds value?”
It’s helped us tighten up messaging and move faster between calls.
3. AI-Based Training Platforms (Showpad)
We’ve started using AI-driven coaching platforms that adapt content based on how reps engage with it. I'm of COURSE going to talk about Showpad haha.
How we use it:
If a new SE struggles with articulating value to a security audience, we can create short AI-generated micro-lessons using past calls, customer feedback, and mock scenarios.
The platform then quizzes or roleplays with the rep, giving instant feedback and guiding them to better responses.
It’s personalized, repeatable, and saves time for our enablement leads. Another thing we do is use our own technology and look at what's working with clients. It enables us to view insights in real time!
We’re still evolving how we use AI and I’m careful not to chase every shiny object. But when we anchor AI tools to real workflows (like discovery, demo prep, and coaching), the impact is tangible.
If you're using AI with your team, I’d love to hear what’s working and what’s not. Drop a comment with your go-to tools or tips!
