Most salespeople dread roleplay training. It’s awkward, unrealistic, and rarely reflects the real challenges they face with prospects. In this episode, Mike Montague sits down with Michael Ocean, founder of Sell Me This Pen AI, to talk about a better way. Instead of building AI to replace sales reps, Michael built an AI-powered coaching assistant that helps them practice, improve, and perform without the pressure of a group setting or the pain of bad peer roleplays.
We dig into why enterprise and complex sales still demand a human-first approach, how AI can uncover blind spots and skill gaps, and what makes roleplay effective when it’s personalized and repeatable. You’ll hear how SMBs can use AI to scale coaching, not cold calls; why safe practice leads to real confidence; and the right balance between AI feedback and human management. If you lead a sales team or want to sharpen your skills without the cringe, this episode is your playbook.
If you’ve ever been in a sales roleplay, you know the drill. You’re called up in front of the team. You get a made-up scenario that barely matches your market. Your “buyer” is a coworker who can’t keep a straight face. You muddle through, get a few generic notes, and hope no one remembers it next week.
That’s exactly the kind of thing Michael Ocean, founder of Sell Me This Pen AI, is trying to fix. In a recent conversation on The Human-First AI Marketing Podcast, Michael explained why sales roleplay is too important to leave to chance, and how AI can help without replacing the human side of selling.
Why This Matters for SMB Leaders
Even if you’re not managing a massive sales force, your business lives and dies by how well your team communicates with prospects. The challenge? Effective practice is hard to scale, especially when your managers are juggling multiple hats. Michael’s solution is an AI-powered roleplay and coaching tool that allows reps to practice privately, repeat scenarios until they feel confident, and get objective feedback without eating up a manager’s entire day.
This isn’t about “training a bot to sell” for you. It’s about making your salespeople better, faster by giving them a safe, personalized space to sharpen their skills.
The Big Lessons
Here are the top takeaways from Michael’s approach, and how you can apply them in your own organization:
- AI should enhance, not replace, your people – Complex sales still require trust, empathy, and human judgment. The tech is there to support, not supplant.
- Safe practice builds real confidence – When reps aren’t worried about looking foolish in front of peers, they take more risks and improve faster.
- Feedback needs to be consistent and unbiased – AI doesn’t have bad days or favorite reps; it evaluates the conversation, not the person.
- Managers are still essential – AI can flag skill gaps, but leaders interpret context, motivate teams, and keep training human.
- Repetition beats one-and-done training – With AI, reps can revisit the same scenario until they nail it, without overburdening colleagues.
Human-First Takeaway
You don’t need to overhaul your sales process overnight. Start by identifying one area where practice is scarce and feedback is inconsistent, maybe objection handling or discovery calls. Then look for ways to combine AI’s scalability with your managers’ human insight. The goal isn’t to replace your sales coaching. It’s to make it more frequent, more relevant, and less cringe.
At Avenue9, we believe the same principle applies to marketing. AI should scale your voice, sharpen your strategy, and help your team work smarter, not drown them in automation for automation’s sake. That’s the Human-First way.
