Outbound Kitchen - B2B Sales Podcast

OK26: How to Train Cold Callers with AI: 5 Scenarios That Took JumpCloud from 10 Reps to 100+ - with Troy Johnson, SDR Enablement at Jumpcloud

13 snips
Feb 20, 2026
Guest
Troy Johnson
Troy Johnson, SDR Enablement Program Manager at JumpCloud with ~8–9 years in sales development, explains how AI role-play is used to certify new reps with 100+ practice scenarios. He describes a March-Madness-style qualification competition, monthly talk-track rollouts with live practice, and building an SDR-to-AE progression using AI scenarios and manager-led demos.
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ADVICE

Use Tournaments To Drive Adoption

  • Gamify adoption with a tournament-style qualification competition to drive daily AI role play use.
  • Mix teams, set rounds, score qualification metrics, and reward winners with meaningful perks.
ADVICE

Demo, Drill, Then Roll Out Talk Tracks

  • When rolling out talk-track updates, show examples, have managers demo live, and make reps practice immediately.
  • Measure adoption with readiness and confidence surveys plus practice scoring.
ADVICE

Weekly Objection-Handling Drills

  • Run weekly objection-handling drills focused on the most common early-call objections to boost reps' first-60-second at-bats.
  • Script scenarios from top-performer calls, demo them, break out to practice, and give immediate feedback.
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