Human Security Builds Scalable Sales Coaching with Mindtickle AI Role Play

Overview

Human security is a cybersecurity company focused on protecting organizations from bot attacks, digital fraud, and online abuse. Their modern defense approach disrupts the economics of cybercrime by raising the cost for attackers while lowering the cost of defense for customers. Each week, the company verifies more than 20 trillion digital interactions across industries including advertising, marketing, e-commerce, government, education, and enterprise security helping organizations stay ahead of evolving threats.

Summary

Brian Roser, Director of Sales Enablement at Human Security, shares how Mindtickle has helped the team create a more consistent and scalable enablement program. Over the past five years, Mindtickle has become their main platform for training, organizing content, using digital sales rooms, and now running AI Role Plays.

With all learning materials and sales content in one place, reps can quickly search for the right information when a customer brings up a pain point. Copilot makes this even easier by understanding what reps are looking for and suggesting the most relevant resources in real time.

In 2024, the team introduced AI Role Plays to help reps strengthen their discovery skills. Each persona includes key details like common challenges and value propositions, giving reps a safe and realistic way to practice conversations. They receive instant feedback from Copilot, which helps them improve faster and feel more confident before talking to customers.

The AI Role Plays have helped reps become better listeners and ask stronger questions. Managers are also coaching more efficiently, since Copilot provides consistent reviews. As a result, the team is having better discovery calls, qualifying deals more accurately, and laying the groundwork for shorter sales cycles over time.