StormShield Roofing, one of the most trusted names in residential roofing, faced a growing challenge after multiple hailstorm seasons. Their sales reps were overwhelmed handling complex insurance terms, uncertain homeowners, and rising competition. They needed a smarter way to train, one that built confidence, consistency, and customer trust.

The Challenge

Losing margin due to weak price defense.

Homeowners were confused and skeptical. Between financing terms, insurance approvals, and repair vs. replacement debates, reps found themselves losing deals simply because they couldn’t communicate clearly or defend the price of premium materials.

Key Pain Points:

• Inconsistent sales messaging across reps, especially on the value vs. price pitch.
• Long approval cycles due to reps misunderstanding or miscommunicating insurance claims.
• Missed upsell opportunities on premium roofing materials (crushing project margins).
• Slow new-hire training and onboarding during peak storm season.

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The Solution

AI training mastered value defense and insurance claims.

StormShield adopted the AI Roleplay Platform to transform their training process. Each rep practiced through scenario-based conversations that mirrored real customer interactions — specifically focusing on the "Three-Bid Defense" and Insurance Claim Mastery.

How They Used It:

• Created custom Roofing Roleplay Packs based on successful past sales calls.
• Set up a Manager Playlist for ongoing review and scoring.
• Used Certification Thresholds to measure rep readiness on the value-pitch.
• Reviewed Weekly Reports to identify coaching opportunities on premium material adoption.