How 6sense reps grow with the AI coach that never sleeps

Imagine a world where reps can better coach themselves so managers can focus more on strategic decisions and less on roleplaying. That’s what’s possible with Orum’s AI Coaching Suite, and one rep from 6Sense is already seeing huge benefits.

When Orum’s AI Coaching Suite first appeared in Alex Varelas's workflow, a Business Development Representative at 6sense, he did not wait for a formal rollout or training. He jumped in, experimenting with the Roleplay features before the enablement sessions even began. Within a few weeks, he had logged over 40 hours of practice and began to see tangible changes in the way he approached his cold calls.

Here’s what happened next.

Sharpening the Pitch with AI Roleplay

The realism of the AI Roleplay immediately struck Alex. It did not feel like a canned simulation. Instead, it mirrored the types of prospects he faced daily: rushed executives, distracted managers, and skeptical decision makers.

The result was a more disciplined opener and an ability to earn those crucial extra moments with a prospect who might otherwise hang up.

Turning Cold Calls into Discovery Conversations

That discipline soon translated into discovery skills. Rather than chasing a quick yes to book a meeting, Alex began treating every conversation more like an AE running a discovery call. He wanted to drive enough value upfront so that prospects had a clear reason to show up.

“I’ve seen a massive improvement in my discovery questions,” he explained. “I’m thinking more strategically about how I phrase things and how I connect our value to a prospect’s challenges.”

For Alex, this shift meant fewer canceled meetings and more meaningful conversations. He was no longer just booking; he was building curiosity and trust.

Accelerating Growth with Immediate Coaching Feedback

One of the biggest differences for Alex has been the speed of feedback. Traditionally, coaching comes during weekly one-on-ones with a manager. With Orum’s AI coaching, he could train whenever he wanted and get immediate insight into what to improve.

“The on-demand availability means I grow as fast as I want, based on the hours I put in,” he said.

He even began copying the AI’s suggested phrasing into his notes so he could refine his approach over time. The constant feedback loop gave him more control over his own development, without having to wait on someone else’s calendar.

Conversational Realism That Builds Confidence

There was also a healthy dose of skepticism at first. Could AI agents really feel human enough to help with Roleplay? For Alex, the answer became clear quickly.

“It honestly felt like I was engaging with a live person, like a manager or a prospect. I kept waiting to find the flaws, but it felt human-like throughout the whole session.”

That authenticity kept him coming back for more. By the end of his first month, he had practiced so much that he thought he’d hit a system limit. When he reached out to support, he learned there was no cap and that he could keep going. That discovery only reinforced his view that the feature was designed for reps like him; those willing to put in the work to accelerate their growth.

Using AI Scorecards for Smarter Improvement

While Roleplay has been his primary focus, Alex has also started experimenting with AI Scorecards. These automated reviews of his live calls give him another perspective on how he’s performing.

“I peek at the scorecards to see what kind of feedback I get,” he said. “I’m excited to track those patterns over time.”

Even in limited use, Scorecards have helped him understand where he excels and where he needs to push harder. It’s not just about measuring success, but also about identifying consistent areas of improvement that might otherwise go unnoticed in a weekly coaching session.

Looking Ahead with the Coaching Portal

Alex also got a glimpse of Orum’s Coaching Portal, a central hub where Roleplays, scorecards, and AI-generated insights come together. While he is still in the early stages of exploring it, he sees the value of having all his training data in one place.

The promise of a consolidated space for insights and practice excites him, especially as his team at 6sense continues to ramp up adoption of the Coaching Suite.

Advice for Fellow Reps

When asked how he would explain the AI Coaching Suite to another rep, Alex framed it simply: “If you’re eager to learn and grow as fast as possible without relying on your manager’s schedule, this is the place to be. The scenarios are real, the feedback is immediate, and three months from now, you’ll see growth that just isn’t possible otherwise.”