👋 Welcome to another issue of The Enablement Edge newsletter!
For this issue, I prepared the following:
- 1 Tech Trend – AI roleplay scenarios you can try right now
- 1 Key Concept – Competitive battlecard framework
- 1 Best Practice – 3 Product training tips
- 1 Reflective Insight – Seek tough feedback
📈 Tech Trend
Looking back, it wasn’t random; I’ve probably been one of the early adopters exploring AI sales roleplay tools, especially for onboarding, cold calling, and sales discovery.
What started as curiosity quickly turned into hands-on experimentation.
Following my examination of the best tools in this category and the potential use cases for such software, I finally went all-out and created 9 sales roleplay scenarios that you can check out here.
And I didn’t stop there; I actually created 9 AI bots inside Hyperbound to bring those scenarios to life. You can even test yourself against them directly in the article.
Among others, you’ll find scenarios for:
- Cold calls
- Warm calls
- Discovery calls
- Pricing negotiations
- Competitive selling
- And a few more
It’s a fun exercise and I have a feeling your sales team would enjoy going head-to-head with Morgan Fischer (my hypothetical buyer).
More importantly, I hope it shows what’s possible with AI roleplay bots, and sparks a few ideas for your own training and coaching programmes.
I know it gave me more than a few. 🤔
🔑 Key Concept
Competitive battlecards can be one of the most reliable allies for the frontline sales force.
Over the years, I’ve worked hard and iterated my approach to battlecards into a very simple but effective framework that I explained in this article.
In essence, for each identified competitor, there are three main components: Overview, Winning/Battling/Losing Zones, and Win Strategy & Tactics.
Overview
Provide a quick snapshot of the competitor.
List essentials like company size, core offerings, and trends in their messaging.
Highlight operational strengths and weaknesses (like a small engineering team or limited support capacity) and note any pricing details.
Real-life switch or win stories can also go here to show how customers chose you over them.
Winning/Battling/Losing Zones
Break your comparison into three columns:
- Where you win – clear differentiators you should emphasise
- Where the fight is close – both solutions have similar capabilities, so reps need strong messaging
- Where the competitor has the edge – and how to redirect the conversation
This layout keeps reps oriented and boosts their confidence in any scenario.
Win Strategy & Tactics
This section typically focuses on common objections or critical questions that prospects might raise when comparing your solution to a competitor.
The goal is to provide your reps with a rapid-response toolkit of talking points.
Keep it concise and action-oriented, so they can quickly find the right phrasing in the heat of a live conversation.
You can download my competitive battlecard templates here.
✅ Best Practice
Some time ago, I worked with Devon McDermott on a series of articles on product enablement. One of those articles was about product training for sales teams.
For this issue of The Enablement Edge, I want to share three tips from that piece that stood out to me the most – and why I think they matter.
Tip #1: Go heavy on industry and market context
Too many product training programmes for salespeople focus 95% or more on the product itself, almost in isolation. They may provide some context, but it is not enough.
Sales reps should start by learning about the market landscape, the trends shaping the industry and the broader problems buyers face.
Only then can they understand the context in which the product exists and how it can answer the needs their potential customers may have.
Moreover, this will help them tailor conversations to each buyer persona’s unique challenges, instead of reciting a generic pitch.
Tip #2: Use scenario-based learning
Feature knowledge alone isn’t enough if reps do not know how it applies in real scenarios.
A product feature might be crucial for a marketing professional at the customer’s organisation – yet completely irrelevant for their customer success team.
The same applies across different seniority levels of prospects.
The only way to help salespeople personalise their approach and lead purposeful conversations is to make training scenario-based.
This can be done through short role-plays and mock conversations that explore different ICPs, buyer types, objections, and needs.
By practising in realistic settings, salespeople turn product knowledge into “muscle memory” – making them far more confident and adaptable in real conversations.
Tip #3: Embrace continuous learning
All sales training should be continuous, but for product training, this is made even more pertinent by the fact that many products change rapidly, especially in the SaaS industry.
In other words, you cannot hope that a training module done in January will be able to cover the sellers’ product knowledge requirements in October.
Continuous learning ensures your reps are at all times up-to-date with how the product works and how it relates to their customers’ needs.
Devon advocated for short, bite-sized updates whenever possible.
A quick video or mini-training, whenever there’s a feature update, keeps everyone in the loop.
Your sales teams remain fully equipped to speak to the latest capabilities and solve the newest pain points, long after their initial product training is over.
You can find more on these tips (and 5 more), in this article.
💭 Reflective Insight
Most people won’t give you real feedback.
Not necessarily because they don’t care, but because they don’t want to make you uncomfortable.
They’ll nod, support, applaud… but they won’t challenge you. They won’t tell you where you’re falling short. They won’t say: “This could be better, and here’s why.”
And that’s a problem.
Because without honest, unfiltered, and sometimes uncomfortable feedback, we stay stuck.
Let me tell you a quick story.
A while ago, I’d written over 50 articles on my blog – in-depth, strategic, high-effort content. I’d poured everything into it. But no one had ever said a word about how it was structured.
Until one day, my close friend Ahmad Benny told me directly:
“You need to break your paragraphs. It’s hard to read. Way too dense.”
At first? It stung. Not because he was wrong, but because deep down, I knew he was right.
And it overwhelmed me. The idea of going back through 50+ articles and editing everything felt like a mountain.
But after sitting with it, I decided to act.I stripped away the ego and rebuilt the formatting for readability – not the ideas, not the depth – just how it flows on the page.
And the result?
A huge difference (though some are still a work in progress). People are now spending more time reading. The content is easier to digest. The impact is stronger and clearer.
None of that would’ve happened without someone brave enough to be honest.
So here’s the real takeaway 👇
✅ Surround yourself with people who tell you the truth.
✅ Don’t protect your ego – protect your future growth.
✅ Create space for feedback, especially the kind that makes you uncomfortable.
If you're creating something – a product, a brand, a newsletter, a career – you need people who challenge you with love, not just support you blindly.
💬 Have you ever received a piece of feedback that changed how you work or create?
I’d love to hear about it – just reply to this email.
These are my 5 article picks for this issue from The Enablement Insight:
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