Voicify "Competitor A or B" Dental AI Battlecard: 30/60/90-Day Rep Certification Program

A dental AI sales team can rebuild the Voicify "Competitor A or Competitor B" battlecard every quarter, run a thirty-five point QA pass before deploy, and still lose deals — because the rep opened the wrong card in the first ninety seconds of the call. The card is two postures sharing one proof appendix, and the difference between a rep who reads it and a rep who runs it is whether the buyer hears a confident displacement opener or a defensive feature dump. Certification is the discipline that closes that gap. This post is the 30/60/90-day program a sales-enablement lead runs to take a rep from card-issued to field-ready on the Voicify "Competitor A or B" battlecard, with the sign-off gates, role-play drills, and recertification cadence that keep them there.

Day 0 to Day 30: Recall and Slot Recognition

The first thirty days are about building accurate recall of both cards and the ability to pick the right slot from a written discovery summary. The rep should not be in a live Voicify deal during this window — if they are already in one, the sales-enablement lead pairs them with a certified rep until day 30 clears. The goal is not field readiness yet. The goal is to remove the failure mode where a rep grabs the wrong card because they have not internalized which deal signals point to which slot.

The day-30 gate is administered in a single 45-minute session with the sales-enablement lead. The classification quiz runs first, then the recitation, then the proof-citation drill. A rep who passes moves into the day-60 role-play schedule. A rep who fails returns to the source documents for one week and retakes the gate at day 37 — a single retake is permitted at this stage without escalation.

Day 31 to Day 60: Recorded Role-Plays in Each Slot

The middle thirty days build the muscle of running the card, not just knowing it. The rep records six role-plays — three displacement scenarios and three defense scenarios — against the sales-enablement lead playing the buyer. The role-plays escalate in difficulty: a clean discovery call, a call where the buyer pushes back on pricing, and a call where the buyer raises an objection from outside the trap-setter list. The recordings are scored against the same rubric the day-90 gate uses, so the rep sees the bar before they hit it.

The day-60 gate is the longest of the three — usually a two-hour block split across two sessions to keep the rep fresh through the role-play rotation. A rep who passes can take live Voicify calls under manager shadowing through the rest of the program. A rep who fails returns to the day-30 drill schedule for two weeks of targeted work on whichever rubric category broke down, with a retake at day 74.

Day 61 to Day 90: Live Mock Discovery Call

The final thirty days are scaffolded shadowing and one terminal gate. The rep runs three to five live Voicify-touching discovery calls with a certified manager on the line, debriefs each one against the rubric, and prepares for the day-90 sign-off — a 30-minute live mock discovery call against a buyer played by someone the rep has not role-played with before. The fresh buyer is the single most important variable: a rep who has only ever run the card against the sales-enablement lead has learned the lead's tells, not the card.

The certified rep is added to the field-ready roster published in the sales-enablement channel, with the certification date and card version next to their name. From that point forward they can run Voicify-touching deals solo. The certification expires when the card pair refreshes — recertification is scheduled into the first two weeks of every quarter, immediately after the new cards clear QA.

Recertification Cadence

Quarterly recertification is a single 45-minute role-play session against the refreshed card pair — one displacement scenario, one defense scenario, scored on the same six-point rubric. Spot recertification is triggered any time Voicify ships a pricing change, a named-DSO announcement, or a product release that materially changes the proof appendix; spot recerts are shorter, typically 20 minutes focused only on the changed proof points and the slot calls those changes affect. A rep who misses two consecutive quarterly recerts loses field-ready status until they complete the next one — they can still take non-Voicify-touching deals during the lapse, but Voicify-incumbent and Voicify-displacement opportunities route to certified reps.

Manager and CSM Certification

AE managers run the same program because they shadow live calls and coach reps after them — a manager who cannot pass the gate cannot credibly coach the slot-A vs slot-B distinction. CSMs run the defense-card half of the program only, because expansion conversations inside Voicify-customer accounts are the moments where a CSM is most likely to encounter the same trap-setters a rep would face on a defense call. Product marketers and proof-appendix owners do not certify, but they audit the role-play recordings each quarter to keep the source content honest to how reps actually deliver it. For the broader Voicify battlecard discipline this program fits inside, see our Competitor A or B battlecard overview, the 35-point pre-deploy QA checklist, and the Voicify-worked battlecard template.