A persona is the AI buyer a rep practises against. You describe who the buyer is (role, company, budget authority, competitors, industry terms), what the rep is selling, the objections the buyer raises, and how hard the buyer is to sell to. The persona then improvises a realistic conversation from that profile.
What you can set on a persona
- Identity: name, job title, company and company details, backstory.
- Buying context: whether they have budget authority, which competitors they use, the industry terms they expect to hear, and their hot-button topics.
- What the rep sells: a product description that grounds the buyer’s objections in your actual offer.
- Objections the buyer raises during the call.
- Personality (friendly, less rude, rude) and difficulty (beginner, seasoned, expert).
- Voice and language for the call.
- Visibility: private to you, or shared with your whole organisation.
Good practice
Build personas from real deals, not archetypes. The closer a persona is to the buyers your reps actually meet, the more the practice transfers to live calls. Start at seasoned difficulty and move to expert once reps pass consistently.