Mindtickle Demo

Julia Nimchinski:
Welcome to the show, Cole Capalucci, Senior Enterprise Solution Consultant at MyTickle. How are you doing, Cole?
Cole Cappellucci:
Julie, I’m doing great, how are you?
Julia Nimchinski:
Doing great. Can I ask you for your predictions for 2026? GDM What comes to mind?
Cole Cappellucci:
Yeah, no, you’re asking for my predictions of AI? Yeah, I think it’s gonna absolutely transform the way sellers work, right? In enablement specifically, the way we think about training sellers, traditionally it’s been… top-down, but now we want to give our sellers the mobility and the freedom and the productiveness to just go sell. Give them what they need in the time of work without retroactive asking.
Julia Nimchinski:
Love it. Let’s see it in action.

Cole Cappellucci:
Okay, perfect. So, team, very quickly, a little bit about me. My name is Cole Capilucci, I’m a Senior Solutions Consultant here at MindTickle. The cool part about my role is I’m actually a former sales enablement leader. I’ve done sales training at large organizations, and more recently here at Mind Tickle. Today we’re going to be talking about, specifically MindTickle’s AI capabilities, and in no way in 10 minutes are we going to be able to get to all of this, but the goal today is actually Just to talk about some of the main ones. Okay, so very quickly, Mind Tickle’s modern revenue enablement system tracks everything from training all the way through content into call execution. By having each of these pillars in place, we’re able to really understand a lot of information, not only about the rep, but about the buyer. And when you think about getting AI information on the buyer allows the rep to better sell. Okay, so what I mean by that is we’re going to be giving our reps deal guides that give them insights from calls, engagement from digital resource rooms, activity around content, and so much more. Okay, so that’s it at a high level. Let’s go ahead and jump in. So, team, what you’re seeing here is my actual instance of MindTable. This is what I use every single day internally here. Now, you’ll notice a couple of things. From a real estate perspective, on the left-hand side, you’ll see everything that I need to do my job. Access training, access assets, build digital resource rooms, and so much more. But this is kind of the old way to do enablement. Now, across my different homepages and landing experiences, everything is now customized for me as a seller. It knows that I’m a solutions consultant, not an account executive or a BDR. All the AI is now going to be positioned for me. Technical writing, best-in-class demonstrations, everything that I need to go assist the account team. That being said, the number one thing that I use every single day is gonna be my Copilot extension. Our Gentic search model doesn’t just comb through the entire MindTickle ecosystem, but also all of the other tools that I use in my workflow. My CRM, any type of call recording tool, any types of comms. So I can use this on my phone, in my CRM, on the go, in my desktop, wherever I am, and I can ask questions and get those answers. Okay? This doesn’t just answer questions, though. It can also help you find the marketing collateral that you need, which is a big deal for sellers. On average, sellers only consume 10% of the marketing material. That’s available to them. Only 10%. And so we want to be able to give our reps not only those answers, but also easy access to that content, and then they can use AI to further customize that, or add that into digital resource rooms with the click of a button. This can also build up mutual action plans for you, it can write emails for you. Because it’s connected into Salesforce and understands all of your recent calls, it can truly act as your assistant to speed up your productivity and help you be a little bit more dangerous out in the field. Okay, now, after we’ve engaged with our co-pilot system, and we’ve gone through training, or onboarding, or everboarding, right, these are some of the requirements for our role. We then go and actually execute. We have a call with the client. This is an example of a real-life call with a customer, and as you can see here underneath, we see a thematic timeline of all the different things AI is calling out. When we were talking about products, when we were talking about services, or contracts, or next steps, or competitors. This is really great for anyone on the account team or the executive team to come in and see exactly what was happening and when. But, more importantly, over here on the right, tons of AI features. AI summaries. calling out what happened on this call, AI action items, i.e. next steps. So, Julia, if I promised you that I would send you two data sheets, or maybe get back to you with a customer reference, this gets sent to me via Slack, or wherever I am, again, my CRM, and tells me, hey, Cole, here are the action items, here are those assets, go ahead and click send. My favorite feature has to be actually these key moments. The AI is actually going to call out, as a solutions consultant, or as an executive, or as an AE, across the timeline, what are the things that I should be paying attention to? So if I’m an SE, it’s actually going to be calling out things like pain points. Or things that I should demo in the next conversation. If I’m an AE, it might be around buying language, or around metrics. And then… This newest release with AI is going to be these new trackers, which allow you to build custom trackers against the call so that you don’t have to do any type of proactive search or asking any questions to your co-pilot assistant. You can just select the tracker, maybe you have, like, a deal qualification, and that will auto-get filled. Why is this important? This is actually going to autofill my Salesforce notes. And as I’ve worked with sellers across the years, we find that not only do sellers not want to update the CRM, but when they do, it’s biased, right? If they’re trying to close a deal at the end of this quarter, you know, their notes might not reflect the actual intricacies of the deal, or the things that might stop that deal, so then the forecast tends to not be as accurate. Now that we can augment those notes with actual information from the AI who doesn’t have a quota, we can actually start to more assist those reps in those deals because Salesforce is going to be updated more accurately. Okay, massive time saver. Now, as we progress in these deals, MindTickle will actually start to build up what we call deal guides. These deal guides will actually use everything in the Mind2Cool ecosystem that involves the buyer. Call recordings, engagement on assets, LinkedIn information, emails, anything where we’re engaging them, and it will actually start to plot that out into a deal guide. Where we can see everything we need to know about this fictitious opportunity in this example, okay? As you can see here, it will call out what’s working, it will call out what’s not working, it will even give us a thematic timeline of all the different engagements with this client. So all the calls we’ve had, emails, LinkedIn messages, and then it will give us an accurate picture of how we can go target and work towards this deal’s closure. One of my favorite things here has to be that as we understand more about the stakeholders, which is now, like, 12-plus on an average deal. We don’t just pull on information from LinkedIn, we actually use the call recordings and the engagement on assets to update this persona. So, Julia, if you were prepping me to meet with your boss, and you’re giving me information about Catherine, that would start to update her battle card. So we can now understand the do’s, the don’ts, what she cares about, what she wants to see, and when we last engaged with this individual. Why is this important? Because the future of AI and AI roleplays doesn’t involve enablement-building one-size-fits-all roleplays. It actually involves me getting to roleplay with an AI version of my actual EB that I’m working with, or my actual champion, or an actual detractor. So now, when I click on this, instead of, again, getting kind of a generic interactive roleplay, I’m actually now gonna demo against Catherine, the person I have a meeting with next week. This prepares even veteran sellers for, you know, strategic conversations, or new product launches, or new pricing, or whatever that might be, so they can really get prepared for these types of interactions. Our AI interactive roleplays supplement the seller with AI coaching, which is completely configurable and customizable, so they can practice in a safe space. And if we want to use this for certification pass, obviously we can have humans come in. However, large organizations that we work with are saving up to 38 weeks of manager coaching by first leveraging AI Coach. The AI coach will actually come in and not only give the rep a grade, but will explain to them why they got that grade. Again, we want to save the manager bandwidth as well, so they can focus on more strategic conversations, conversations through those QBRs and through those forecasting queues. And allow the AI to kind of tackle the top 80%, and the managers can focus on the bottom 20. So, again, in a very, very high level, we’re gonna end the demonstration here. If you have any questions, please don’t hesitate to reach out to me. We can, go offline and talk more. But as you can see here, MindTable isn’t just focused on training anymore. It’s really around how AI can help The seller, the manager, and even the enablement leader who has to go in and build a lot of these things for the selling teams.

Julia Nimchinski:
Incredible tech. Cole, we have a couple of questions here. One of them is, how does MindTickle validate the accuracy of its call insights?
Cole Cappellucci:
Yeah, great question. So, I know AI hallucinations is, you know, a real thing, right, whether you’re searching through content or listening through calls. We train our AI models on sales go-to-market methodologies. So, any of your deal qualification things or sales methodology frameworks, that’s what we rooted our… our AI in. As for accuracy, we’re seeing above 96% accuracy on translation services, on transcription services, which leads to really high outputs on the AI itself, so… Really, really accurate, and again, we’re working every day to reduce any type of hallucination or anything like that that would lead to bad data.
Julia Nimchinski:
Folks are asking, in terms of integration, what matters most for companies trying to operationalize at scale?
Cole Cappellucci:
Yeah, so specifically when it comes to MindTickle, we believe that we sit in the center of a large and sometimes messy tech stack, and we’re trying to reduce that, right? The goal is, is that everyone’s gonna have their CRM, but then they need their revenue enablement suite. which we say sits inside of that middle ground, stages 0 through 6. Outside of that, you’re gonna have engagement tools on the left, and on the right, you might have forecasting tools on the right. But realistically, we want to be able to connect into any of the tools that you’re already leveraging, especially when it comes to AI. So you might have a homegrown AI system in your backyard that we want to connect into. You might have competitive battle cards that we need to connect into as well. The goal is to reduce, especially for the seller, right? We see, on average, sellers are using anywhere from 7 to 8 different tools. Just to do their daily jobs, we want to get that down to, like, 2 or 3, right? That’s the goal.
Julia Nimchinski:
Incredible. Cole, one more question here is, in terms of results, how quickly can teams actually see lift after rolling out, this type of tech?
Cole Cappellucci:
Yeah, so, we have lots of case studies and business measures from the studies we’ve done across our customer base. A couple of ones, you know, we see, on average, teams and reps that use digital sales rooms in MindTickle have 37% higher win rates than those who don’t. These types of metrics are what we’re really focused on, right? It’s not around adoption or completion anymore. Historically, you know, we want to see, like, our sellers have high adoption of our training programs. The reality is, is that’s kind of a nice pat on the back metric. What we really actually care about is output, business metrics. Are we affecting change in quota, on productivity, on close ratios? And so again, if you have interest in learning more about those ROIs, please, you know, reach out, and we can go offline and talk more about that.
Julia Nimchinski:
And considering your unique background being an enablement leader, I’m curious, what excites you the most about the stack today, and what AI enables?
Cole Cappellucci:
Yeah, in my years in enablement, you know, I’ve been a part of very, very large teams, large enablement teams, and very, very small enablement teams, and the hardest thing has been creating content. AI is absolutely changing the way we create good content for our sales teams, and so as I’ve been adminming these platforms. I’ve seen it just astronomically change the way we build, the way we scale. You know, you can have one enablement leader now, doing the work for 200 sellers, when historically that just wasn’t true. AI is changing the landscape again, not just for the seller and manager, but for the enablement leader who has to go and build this content.
Julia Nimchinski:
And in terms of adoption, how easy is it, or difficult, to adopt?
Cole Cappellucci:
Yeah, I think that’s a loaded question. It kind of depends on where you’re at in the platform. I mean, sellers historically don’t like taking training, right? Which is why we have a whole other side of the suite to augment and teach them, hey, why is this beneficial for you? Items like conversation intelligence is as easy as turning on a button. You know, 10 years ago, no one wanted to be, or have their calls recorded. Now it’s the standard. Same thing goes for digital sales rooms. We’re seeing that movement. So it really just depends on where you are in the system and the culture of your company. However, once we start to show the reps the value that they get from things like co-pilot and deal guides and insights from conversation intelligence and how much time it spends. We see really, really high adoption rates.
Julia Nimchinski:
Another question here from the audience. Can the platform tailor coaching paths automatically based on deal data?
Cole Cappellucci:
Absolutely, right? So, what we do beyond just deal guides is actually we do rep performance, so we understand the rep’s knowledge, skills, and behaviors. Again, we don’t take into consideration completion data, we actually want to know what they got out of that training, not that they just finished. Once we have both those datas, we can then prescribe coaching pass and learning paths Based off those deal guides. So if I’m struggling in negotiation as a seller, right, I have a low competency. The next coaching session I have with my manager might be focused around negotiation tactics, and the enablement team will automatically have sent a negotiation training that I can watch a best-in-class video, maybe try another role play, and try to increase that competency area. So that’s our whole focus. Reduce one-size-fits-all training, and get really prescriptive and tight with the types of training we’re going to deliver.
Julia Nimchinski:
Phenomenal. Thank you so much.
Cole Cappellucci:
Thanks, Julia.