Kisi Boosts Sales Efficiency with 3x Improvement in Objection Handling
Kisi is a global leader in access management and security solutions, serving mid-market and enterprise organizations across commercial real estate, technology, and regulated industries.
Located
Brooklyn, New York
Industry
Security
3x
25%
2x
See How Outdoo Turns Practice Into Performance with AI Roleplays?
Book a DemoCommitted to innovation, Kisi focuses on optimizing sales strategies to ensure consistent growth and customer satisfaction.
Operating with a direct sales model, Kisi’s revenue team focuses on complex, multi-stage deals where objection handling and sales process consistency are critical to growth.
The Challenge
As Kisi scaled its sales organization, leadership identified growing inconsistency in how Account Executives handled objections throughout the sales cycle. Reps responded differently depending on experience level, deal stage, or coaching exposure, creating uneven customer experiences and stalled deal momentum.
Without a clear system to observe and reinforce how the sales process was executed in real conversations, sales leaders struggled to diagnose where deals broke down. Coaching was reactive, manual, and difficult to tie directly to performance gaps, ultimately limiting win rates and slowing pipeline progression.
The Solution
Kisi implemented Outdoo to combine AI-powered role-based coaching with real-call insights, enabling sales leaders to align coaching directly to deal stages and objection patterns. Outdoo was selected for its ability to connect practice, real performance, and coaching in one closed-loop system.
AI Coaching Aligned to Deal Stages
Outdoo enabled Kisi to apply AI coaching specifically focused on different stages of the sales funnel. The platform surfaced recurring objections by deal stage, allowing sales leaders to identify patterns early and deliver timely, contextual coaching to Account Executives. Instead of generalized feedback, managers could address the exact objections impacting pipeline movement.
“Outdoo gave us clarity into where objections were happening and why. We could coach specifically to each stage of the funnel instead of giving broad advice. ”
Targeted Feedback and Sales Process Reinforcement
Using real-call insights from Outdoo, sales managers delivered targeted feedback directly tied to live conversations. This reinforced Kisi’s sales methodology and ensured that objection handling aligned with the company’s structured sales process. Reps received consistent guidance grounded in actual performance data rather than subjective review.
“Outdoo transformed how we coach our Account Executives. It helped us address top objections while reinforcing the behaviors that drive deal progression. ”
The Impact
By combining AI roleplays with real-call coaching, Kisi turned sales enablement into a measurable performance lever, improving consistency, speed, and conversion across the revenue team.
Stronger Objection Handling Across Deal Stages
Account Executives delivered more confident and consistent responses, resulting in a 3x improvement in objection handling effectiveness.
Faster Sales Process Adoption
Sales leaders gained clear visibility into how reps executed the sales methodology, accelerating process adoption by 25%.
Higher Conversion and Revenue Efficiency
With better preparation and targeted coaching, Kisi doubled its deal closure rates while creating a more scalable and repeatable sales motion.
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