Watch and learn.

Imagine you work at Ramp. It's Monday morning. Your CEO just walked on stage and announced Ramp procurement to the world. Cool. Exciting.

Except by Friday, 50 SDRs need to be cold calling finance ops managers about a product that didn't exist a week ago. Going up against Coupa, going up against Zip with nothing but a handful of good calls to learn from. And guess what? You're the SDR manager. So what do you actually do?

The old way is brutal. You hack together a script, You burn through thousands of leads while your reps figure it out live on real prospects. You spend your nights doing one on ones. And three months later, maybe, maybe your team stops fumbling the Coupa objection. Let me show you a better way.

This is Rehearse. I'm opening the scenario wizard by clicking create or hitting command k on my Mac and then click on this try wizard button. I want you to think of this as your smartest sales coach except it's read every winning cold call ever made. I've got a few Gong recordings right here where some of my top reps have successfully booked the meeting. I'm just gonna grab them, drag them in, drop them right here and tell Rehearse build me a scenario.

With a bit of back and forth, watch this. Something magical is happening. Rehearse is building a deep understanding of those calls. It's pulling out the objections, questions, and exact moves your best reps use to book the meeting. All of it from a few recordings.

Now I'll tell it, give me five practice spots. Watch how Rehears creates practice spots that match the exact persona of the attached calls. Finally, I'll ask Rehears to finalize the scenario and boom, our power dialer simulation is ready. Now, here's where it gets fun. You can now invite all your reps to start practicing this scenario.

Once they are in, they just need to select the scenario and click start dialing. Let me show you how. I am going to just click on the scenario and click start dialing, just like you would with a power dialer. The second the call connects, your rep sees this live gamified scorecard, objections popping up in real time, questions surfacing as the prospect throws them, score climbing every time they nail one. It's a game, and reps actually want to play it.

And the more they practice, rehearse gets smarter. The objections they keep fumbling start showing up more often. It's like a personal trainer who knows exactly where you're weak and won't let you skip leg day. As soon as the first call ends, next prospect automatically connects just like a power dialer. It keeps going completely hands free until they hit stop.

But here's the thing, practice alone isn't enough. You need a real continuous improvement loop. That's where the call logs come in. Every call that your reps make live right here. You can sort them by rep, scenario, or between specific dates.

Your reps can listen back to their call, skip to different parts by simply clicking the place in the transcript. But here is the best part. If I click on this coaching tab, you can see that rehearse prepares a detailed point wise coaching that your reps can go through for each one of their calls at the end of their session. Rehearse also shows them the best practices, questions and objections that they were able to handle and what needs improvements. Imagine how many hours of one on one this saves you and your team.

Reps practice in their own time and receive coaching at scale. This is how rehearse sets a continuous learning loop. This is how you ramp reps in days instead of months. And for you, manager, up here you've got the dashboards, aggregate performance, rep by rep, and the knowledge gaps view that shows you exactly where your team is bleeding. And you don't have to lift a finger.

Rehearse is already reinforcing those gaps for every rep personally. Alright. That's the SDR power dialer. Next video, I'll show you how to build a full screen share demo scenario in Rehearse. That one's even more fun.

As your SDRs train on rehearse, they are booking more and more actual meetings. But now we have another problem. Your VP of sales just had a hands on with your AEs who say they are struggling with the demos. So now your VP wants you to set up a simulation where the AEs can actually share their screen and do full hour long demos. Well, guess what?

That's 100% possible with Rehearse. Rehearse practice bots can actually see your screen and you can run full hour long demos. They can ask questions based on what they see on screen exactly like how real prospects would. But before we get into that, we have some housekeeping to do. Now that you have your SDR team on rehearse, you probably don't want your AEs to access the same call logs or see the same scenarios that your SDRs are using.

That's where the concept of workspaces comes in handy. Rehearse allows you to create different workspaces for different teams so each team can work in their own clean dashboards. Let's see how. I am in the rehearsed dashboard. And as you can see right now, I am in global workspace.

This is where you are put by default. To create a new workspace, I am gonna click my top left to open the workspace switcher, and then I'll click on create workspace. I'll call it ramp SDR chasers. As soon as you create a workspace, Rehearse switches you to it. I'm gonna quickly switch back to the global workspace and then create another one for the AE team, and I'll call it ramp AE closers.

I will again switch back to the global workspace. Next, I will transfer the scenario we created for the SDRs to the SDR workspace by clicking this paper plane icon on the scenario and choosing the workspace I want to transfer it to. Notice how it also conveniently lets us transfer all the call logs and other assets to that workspace too. Let's keep that selected, and then I'll click send to selected workspace. That's it.

Next, we need to invite our AE team to rehearse and then add them to the AE workspace. Let's see how we can do this. I'm gonna click on my profile at the top right and then click on manage teams and billing option. Here, you can see on the sidebar, we have the option to invite the team members and also see the current members. I'll open up the invite members options and then paste a comma separated list of emails that I want to invite.

And that's it. The team members will receive an email from rehearse inviting them to join. Note that this is the invite to join your whole organization. Once they accept the invite, you can add them to different workspaces. Now, let's say the entire AE team has accepted the invite.

We can now add them to the AE workspace by clicking on the workspace drop down and then clicking on this tiny gear icon that takes us to the workspace settings. I'm going to click on this big add members button and then select the AEs that I want to add to this workspace. And boom, we are done. Notice that whoever creates a workspace is automatically assigned as a workspace admin. This gives you both read and write privileges on the assets inside that workspace, meaning you can create or delete scenarios, call logs, or any other assets such as buyer bots.

If you want to make any other workspace member an admin, you can do so by clicking on the make admin button next to the user. Besides this, Rehearse also allows for global admin privileges. The first person who signs up to Rehears from your org is automatically the global admin. You can make others global admin by clicking on your profile, clicking on manage teams and billing, click on manage team to view existing members, and then click on the admin drop down and choose admin next to the member you want to make admin. A global admin can create, delete any asset in rehearse and access any workspace.

They can also create and delete workspaces. If you're having issues, just let us know in the chat and our team will help you sort this out. Alrighty. Now that we have rehearsed properly organized in separate workspaces and teams ready, in the next video, we will learn how to build full sales call with screen share simulation.

You are on a roll. In the last two videos, we built full cold call simulation for ramps new fictitious procurement product, created workspaces so your SDR and the AE team have their own dashboards. Your SDRs are on a lifetime run, booking meetings after meetings nonstop. Seeing your success, your VP had an all hands with the AEs, and you are now tasked with building a full Zoom call simulation for the AE team. You have everything organized and you are now ready to build a scenario.

Sounds awesome. Right? Well, now we have a big problem. Unlike last time where we had a few good cold calls to build our scenario, the AEs have still not closed any deals. But not to worry, Rehears has got your back.

We are back in the Rehears dashboard. This time, we will switch from the global home workspace to the AE workspace that we built in the last video because that's where we want to build our new scenario. At this point, you know the drill. We click create, then click on the try wizard. Now notice what's happening.

The wizard restores our last chat that we had with it. To start a new session, well, you guessed it, we will click on this new button at the top right. Quick tip. If you don't see this button, you can also ask the scenario wizard to create a new session, and, well, it would. Now let's build our ramps procurement demo scenario.

But this time, we won't attach any calls. We will let Rehearsa's AI, which is trained on millions of demo calls, take charge to set us up with something useful. I am going to tell the wizard, Ramp, my company, is launching its procurement product called Ramp Procurement. I wanna set up a video call simulation that the AEs can use to practice full demos showing the product. Can you please set this up?

By the way, you don't have to say please. I'm just, like, being extra nice to our future AI overlords. Alright. Now, just like before, Rehears is working with what it has. It researches ramp, does a little bit of thinking, and comes up with a good scenario description, and this time, we see the call type is set to video.

This is what allows for screen share. Next, since we don't really have any working video calls yet, I am just going to ask it, please set up scorecards, questions, and objections that you anticipate will most likely be asked. That's it. So the Rehears magic begins. Rehears is trained on hundreds of thousands of real demos.

Right now, it's going through its proprietary data as well as researching competitors and it's coming up with all the relevant questions, best practices, as well as anticipated objections. And there you go. We now have most of the things we need ready to go. Finally, I'm going to ask Rehearse to set up a good quality coaching doc and build you 10 practice bots. Now, I want the AEs to have a mixed bag of prospects, not just a single persona, so I will let Rehearse do its thing and create prospects with different job titles who are likely to be in the buyer committee for a product like this.

Once this is done, I can quickly go through the created assets and then I will ask rehearse to finalize the scenario. The scenario finalization has now started and any moment now our scenario will be ready to go. And boom, our scenario is ready. Now let's see how the AEs can use this scenario to practice full demos. To start the practice, I am going to click on the scenario and you can see this time it loads up a video call surface in the center.

This will resemble something like what you would see with Zoom or Google Meet. To start the practice, I can select one of the practice bots that we created and then click on start video call. We wait for ten seconds while it warms up and there you go. The video call is connected. Notice that it will ask you for your webcam access when you use it for the first time.

On the right, your AEs will be able to see some of the randomly picked questions, objections, and all the best practices scorecards. And on the right, they will be able to see their screen when they share it. Alright. Now let's see how we can share the screen. For that, you click on the share screen button at the bottom and then choose the right screen that you want to share.

This could be the view of your dashboard or a presentation you want to show. Rehearsers can see your entire screen exactly like your prospects would. Now I can continue talking about the product while sharing the screen. And once done, I can end the call. The rest remains the same.

The AEs can go to the call logs to access detailed coaching, see their scores, see what they missed, and so forth. That's it. We just created a full sales demo in two minutes. Now, sometimes, you might not wanna create scenario via the scenario wizard, which is this chat interface we've been working in. In the next video, we will learn how to use the manual scenario creation flow and learn how competitions work.

See you in the next one.

In the last three videos, we learned how to create a cold call power dialer simulation for SDRs, organize teams into their own workspaces, and build full screen shared demo simulations for AEs. So far though, we've mostly been taking the easy route using the scenario wizard or the chat interface to build our scenarios. Very convenient, very magical, slightly suspicious. You may have noticed that this manual scenario creation flow keeps popping up and we have been politely ignoring it like an unread Slack message. So in this video, let's finally give it the attention it deserves.

We're back inside Rehearse. Before we create a new scenario from scratch, let's inspect the one we created in the previous video and see what it is actually made of. To do that, I am going to click this little edit icon next to the scenario. This opens the multi step scenario form. Let's start with the first step.

At the top, we have the scenario name, which is pretty self explanatory, and then the scenario description. The scenario description controls the overall context and direction of the scenario. For example, let's say you wanna build a scenario where reps are calling prospects they met at a conference. Maybe the prospect stopped by your booth, grabbed a free notebook, pretended to be interested, and then disappeared forever. That broader context goes into the scenario description.

This is the information all the practice spots in this scenario should be aware of. Below that, we have the call type. This scenario is currently set to video call, which means reps can share their screen and practice full discovery calls or demo calls. You can also toggle this to audio and update the step, which will turn the scenario into an audio only call. So if you want a full demo simulation, use video.

If you just want the rep to practice talking without the emotional support of a slide deck, use audio. Next, we have tags. Tags are mainly for organization. For example, within a workspace, you may want to divide scenarios into categories like cold, warm, demo, discovery, renewal, or please stop saying just checking in. Tags make it easier to filter and manage scenarios later.

Below that is the language section. This is where you assign the language for the scenario. The practice bots will use this language during the role play. So, yes, if you set the scenario to Spanish, the bot will speak Spanish. If your rep does not speak Spanish, that is now a training moment.

Now let's look at the next step. When I click next, we can see the question sets attached to the scenario. These are the questions you want the practice bots to ask your reps during the simulation. We will cover how to create these later, but for now, just remember, these are questions asked by the bots, not by your reps. For example, in our use case, one of these questions could be, how is this different from Zip?

A classic buyer question. An innocent on the surface, secretly designed to ruin your afternoon. Next, we have objections. These are the typical objections you want your reps to practice handling. For example, the bot might say, we already use another tool.

This is not a priority right now. Or the all time classic, can you send me some information? Which, as we all know, is buyer language for goodbye forever. On each call, rehearse selects a few questions and objections from this pool. Over time, it learns where your reps are struggling and starts showing those questions and objections more often.

So if a rep keeps falling apart every time someone mentions budget, rehearse will keep bringing up budget until that rep develops character. Next, we have buyer bot groups. These are the practice bots attached to the scenario. As you can see, the scenario wizard has already created and attached buyer bots for us here. Think of these as your fake buyers, except unlike real buyers, they always show up to the meeting.

Next, we have resources. Resources are your sales docs, coaching docs, product docs, talk tracks, battle cards, or enablement materials. Basically, all the documents reps swear they have read. Every call your reps complete and rehearse is evaluated against these resources, so reps receive personalized coaching based on the exact material you want them to follow. Finally, we have the role play instructions that reps will see, the goal of the scenario, and the scorecards used to evaluate the call.

The scorecards tell rehearse what good looks like because without a scorecard, good call can mean anything from the rep uncovered pain to nobody cried. Now that we understand the inputs that make up a scenario, let's look at where all of these items actually live. The scorecards, objections, questions, and resources all live inside the assessment section. As you can see, when we created the scenario last time, Rehearse created these assessment items in the background first and then attached them to the scenario. Very efficient.

Very behind the scenes. Like a tiny enablement intern working inside the product. Inside assessments, you can access all your scorecards, question cards, objection cards, coaching docs, and resource docs. You can also create multiple scorecards, question sets, objection sets, and resources, and attach them to any scenario as long as they are in the same workspace. Finally, you can probably guess where the practice bots live.

They are inside the buyer bots section. When I click into it, you can see all the buyer bot groups. If I open one of these groups, we only have one right now, you can see all the individual practice spots inside that group. These are the bots your reps will role play with. Some will be friendly.

Some will be skeptical. Some will ask a completely reasonable question in a tone that somehow still hurts. So to summarize, a scenario is the overall situation you want your reps to train on. It includes a name and description for context, buyer bots to role play with the reps, questions and objections for the bots to bring up, resources to evaluate the call against, scorecards to grade performance, and role play instructions and goals for the rep. Basically, the scenario is the stage.

The buyer bots are the actors. The questions and objections are the plot twists. The resources are the script, and the scorecards are the slightly judgmental critics in the back row. In the next video, we will create a full scenario from scratch so all of this becomes even clearer.

Alright. Now that we have a good idea of how a scenario works in Rehearse, let's learn how to create a complete scenario manually without the scenario wizard. I am, again, as usually, back in the Rehearse dashboard. So far, we have created a scenario for the AEs to practice demos and a power dialer scenario for the SDRs to practice their cold calls. The problem?

A lot of leads that your AEs are getting are not worth selling to. The missing piece is the discovery call. That's what we'll create in this video using the multi step scenario form instead of the wizard. Now since these discovery calls will be handled by our AEs, we won't create a separate workspace. Let's go to our AE workspace by clicking on the workspace drop down and selecting the workspace.

As you can see, our previously created AE demo scenario appears in the side bar. Now to create a scenario manually, we first need to create all the assets that we will use for this scenario. For this, I'm going to first go to assessments tab and start by creating a new scorecard. Now the scorecards are the primary way that you understand if your SDRs are improving or not. Every call that your SDR's makes is scored based on the items in your scorecard.

For discovery call, I'm going to create two scorecards with four items each. Let me create the first card and call it open. This card will evaluate the initial phase of the discover call. The first item that I will add here will be called warm confident introduction and this will evaluate to a yes only when the rep mentions the company name and the prospects name in the initial part of the call. That is what goes in the evaluation criteria here.

I will put here, the AE should greet the prospect naturally, say their name and company, and avoid sounding robotic or overly scripted. Next, I will click on this add item and put in confirms time and context, and the evaluation criteria will go something like, the AE should quickly confirm availability and reference the original reason for the meeting such as a pain point, inbound request, referral or prior SDR conversation. Hopefully, you get the point. A card is just a group of similar items and you can have multiple such cards. At the end of every call, rehearse runs it through these scorecards and assigns a score of one if it the rep did follow your criteria and zero if they didn't.

The total score is calculated as a percentage of total scorecard items that your rep was able to correctly adhere to and displayed as a percentage in the call log section and also shown as an aggregate metric in the analytics section. Alright. Let me quickly add all the other items. Okay. Now I have the opener scorecard set up.

I will click the add button and as you can see, it creates our card. Note that you can always go back in and click edit on any one of these items to change the name or the evaluation criteria. Let me now fast forward through adding the second scorecard and the items. Alright. We now have all our scorecards.

Next, we move to the objections. These are the common objections that you want the practice spots to throw at your reps. And here, just like the scorecards, the items will have their own evaluation criteria where you tell rehearse the actual way to handle the objection. Let's fast forward this as well. Okay.

Now, we have added all the typical objections for the discovery calls. If I click on one of these card items, you can see how the item's name is the actual objection itself and the evaluation criteria is the right way to handle the objection. If your AE handles it this way, it's marked as handled. If not, it's marked as not handled with a reason that they can see in the call logs. Next is questions.

Again, it's the same drill. These are the questions you want the practice spots to ask your reps so your reps can train on them. I will add the question cards right now along with the correct way to answer them and we'll see you on the other side. Alright. We are now done with all our scorecards, questions as well as objections.

Remember, a given card has multiple items within it. Cards are just a way to group similar items together. Finally, let's click on the resource section. This is where you put in your coaching doc or your discovery call process so that rehearse can use it to prepare a personalized coaching material at the end of each call. To create our resource, I will click on add resource, name it discovery call process, and then I will paste the resource that I have prepared.

Alrighty. We are now done with all our assessments for the discovery call. Next, we will manually build some practice bots for the discovery call. For this, I will click on the buyer bots tab. Notice how we already have the practice bots that we created previously via the scenario wizard for the AE demo calls.

For discovery calls, we will create a new buyer bot group. Note that you can only attach entire buyer bot groups to a scenario, not individual buyer bots. Let's click on create bot. In this dialog box, the first step is to create a new group as we don't want these new practice spots to be added to the demo call group. I will create this new group by simply typing the name ramp procurement discovery bots.

I will click the green create action button that pops up and now we move to the next step. Now here, Rehearse gives us two options. We can either create practice spots from your actual prospects LinkedIn profiles or create them using our AI wizard. I would highly recommend using the AI wizard as here we have way more control. Let me click that.

Now we have a familiar interface. We can just tell Rehearse what we want and it will create those spots for us. Let me type in something like create five VP of procurement practice bots for discovery call practice selling ramps new procurement product. That's it. Rehearse might ask a few questions and then it will prepare all the bots for you.

Now that we have all our bots, you can also test them simply by hovering over them and clicking this call button. Now, let's say I'm not happy with this particular bot, I can just tell Rehearse to either create a new one or update it or in my case get rid of it. There you go. Alright, now that we are happy with the bots let's continue by clicking next. Now if we already have a scenario built we directly have the option of adding these newly minted bots to that scenario.

In our case we don't so I'm just going to click finish without attaching these bots. Alright. We are finally ready to create our discovery call scenario and add these assets to it. Let's go back to the homepage and, well, do the same drill that we have been doing so far. We hit the create button in the scenario sidebar.

Now instead of clicking the try wizard, we will stay right here and work our way through these scenario creation steps that we discussed in the previous video. First, I will name the scenario to be ramp dash discovery call. In the scenario description, I will just say this is a discovery call for the ramp's new procurement product, and I will choose video as the option. I will leave the language to English and click next. Now, we're in the objections section.

Here, we will attach the two objection cards that we just created. Note that you can only attach entire objection cards, not individual objections. All items from the cards will automatically be added to the objection pool for this scenario. Next, the questions. Same drill.

We attach the two question cards we created and click next. In this step, we will attach our practice bot group that we built and then hit next again. Here is where we will attach our resource and click next. Finally, I'm going to put in the role play instructions as be polite, be nice. And in the goal, I will put qualify and book the demo.

And last but not the least, we will add the scorecards that we created here and click create scenario. In just a few seconds, our scenario is ready to go and pops up in the sidebar. So that's it. This is how you can create a full scenario in Rehearse manually without using the scenario wizard. Hopefully, you can also appreciate how quickly we were able to create the previous two scenarios using a wizard.

In the next video, we will learn more about competitions. Till then, adios.

Your SDRs and AEs are crushing it. SDRs are booking demos like it's their job, and it is. AEs are closing left, right, and center. As the SDR manager, you've got climbing scores and a clean breakdown of where your reps still struggle. You're happy.

Your VP is happy. But as always, there's a catch. You know that reps who practice on rehearse win more real deals. Your reps, on the other hand, would rather skip the practice and torch real prospects instead. Why?

Because they're not the ones sifting through thousands of accounts to find those prospects. Your GTM engineers are. Reps don't feel the cost of a burn bleed. So how do you align the incentives? How do you get reps reaching for rehearse before they reach for the dialer?

Competitions. With rehearse, you can pit reps against each other, set the rules, and dangle a prize. Let's build one. I'm back in the rehearse dashboard. We've got three scenarios.

Two in the AE workspace and one for SDR cold calling. We'll head into the SDR workspace to set up our first competition. To start, I'll click the competitions tab. Where else? Here's how it works.

Every competition runs on top of an existing scenario. Calls made on that scenario during the competition window get get scored and whoever lands the highest score wins. It's easier to show than tell, so let's hit create. The dialogue pops open. The goal here, SDR is going head to head on the cold calling scenario we just built.

Highest score at the end takes it. I'll name it q two cold chasers and attach the scenario from the drop down. The description is where you spell out the rules. Mine is, the winner gets a one month supply of cheeseburgers. Next, prizes.

Gift cards, a nice bottle of champagne, whatever motivates your team. I'll drop in some generic ones for now. Now, here's where it gets interesting. The max calls limit. More dials means more score.

So without a cap, your most caffeinated rep just out dials the field. Set it to 100 and the system stops counting after that many calls per rep. It's optional but worth knowing about. I'll leave mine blank for the demo. Self enrollment is next.

You can let reps opt in themselves or enroll them manually. I'll leave it off for now and do it by hand in a second. Finally, the dates. Start May 8, which is today as I'm recording this. End May 15 next Friday.

And that's it. You just created your first competition. Now let's enroll some reps. I'll click the big enroll users button right here. Quick note.

A competition lives inside a workspace, so you can only enroll reps from that same workspace. I'll throw in a few of the ramp reps. And we're live. From here on, every call your reps make on this scenario gets scored automatically, and they can watch the leaderboard update in real time. And that's competitions in Rehearse.

In the final video, we'll dig into how Rehearse's plans and pricing work.

We've reached the end. In this video, we'll quickly talk about plans and pricing. Our pricing is refreshingly simple. Unlike typical software that charges you per seat with a tangle of add ons, Rehearse gives you unlimited seats and only charges you for the actual time your reps spend on the phone with the practice bots. That means every rehearse plan comes with unlimited scenarios, unlimited storage, unlimited practice spots, and unlimited seats.

You only pay for real practice hours. The rate is $30 per hour. Credits reset at the end of your billing cycle. So if you buy the Rehearse team plan at $300 a month, you get ten hours every month and you can create as many scenarios and bots as you want and invite as many teammates as you want. Every rep on rehearse draws from the same shared pool of credits.

To purchase a plan, click manage credits at the bottom left of your screen. As an admin, this is also where you'll see how many credits are left and how many have been used. You can also reach this view by clicking your profile, then manage teams and billing, then selecting billing. From here, you can choose between the individual plan or the team plan and pick how many hours you want to buy. You can also toggle between monthly and annual billing.

Annual plans get you two months of credits free. So if you're buying ten hours a month on the annual plan, you get one hundred twenty hours, but only pay for ten months. Rehearse also lets you cap how much each team member can use. You can set org wide limits and override them for individual reps. To set this up, click manage team and toggle limits on.

Then enter however many minutes you want each rep to have. I'll go with one thousand. Hit save. Wanna give one particular rep a bit more room? Easy.

Go to that rep, click set limits, toggle custom limits, and enter the number you want. And that's it. Now, to give you some ballpark numbers, if you've got a team of 20 to 30 reps, you'll want somewhere between one hundred and two hundred hours a month. That's roughly 3 to $6,000 a month, but you can get started in as little as 3 to $400 and go up from there as per your need. It's all fully self serve, no long term contracts, no lock ins.

So hope you like what you see. If you ever need any help, you can always hit us up in the chat below and we will be happy to answer any questions. We also offer complimentary consulting on how to set everything up. So just let us know in the chat and we will be happy to do that for you. With that, hope you enjoy rehearse and as always, happy dialing.