Program Overview
Sales teams today operate in markets where information overload, customer expectations, and competitive intensity demand faster, smarter, more personalized selling. This program equips sales professionals with hands-on AI skills to transform their full sales cycle—from prospecting and outreach to meetings, negotiation, forecasting, and closure. Learn how to automate research, personalize communication at scale, qualify leads using predictive insights, and improve pipeline visibility through AI-driven analytics. By combining GenAI, predictive modeling, and workflow automation, the course helps sales teams reduce manual effort, improve efficiency, and create deeply customer-centric interactions that convert more reliably and consistently.
Features
- Use AI to enhance prospecting, lead research, and customer insights
- Automate outreach, personalization, follow-ups, and objection handling using GenAI
- Strengthen forecasting, pipeline health assessment, and CRM productivity with AI tools
- Improve proposal development, negotiation readiness, and meeting preparation through AI support
Target audiences
- Sales & Business Development Teams
- Key Account & Enterprise Relationship Managers
- Pre-Sales & Revenue Operations Professionals
- Customer-Facing & Client Engagement Teams
Curriculum
- 9 Sections
- 70 Lessons
- 1 Day
Expand all sectionsCollapse all sections
- Foundations of AI in Modern SalesUnderstand how AI fundamentally transforms the sales cycle from prospecting to closing7
- 1.1The shift from manual sales workflows → AI-augmented selling
- 1.2What AI actually means for sales teams (GenAI, ML, NLP, Predictive Analytics)
- 1.3Enterprise use cases: Lead scoring, pipeline management, forecasting, personalization
- 1.4AI maturity model for sales teams (Reactive → Guided → Predictive → Autonomous Sales)
- 1.5How AI enables sales teams to focus more on selling and less on admin tasks
- 1.6Exercise: Identify top 10 repetitive tasks in the sales process that AI can automate
- 1.7Quick Demo: AI summarizing customer emails or discovery calls
- AI for Lead Generation, Research & ProspectingEnable smarter prospecting with AI-powered insights and automation tools8
- 2.1AI for finding high-quality prospects
- 2.2AI-based ICP (Ideal Customer Profile) creation
- 2.3Automated research on leads, accounts & industries
- 2.4AI-based email research, LinkedIn summaries & account intelligence
- 2.5Predictive lead scoring models
- 2.6Exercise: Use AI to build a target account list
- 2.7Generate AI-driven lead qualification criteria
- 2.8Create a prospect background brief in seconds
- AI for Outreach, Engagement & PersonalizationUse AI to craft impactful messaging & accelerate customer engagement8
- 3.1AI-generated outreach emails (cold, warm, follow-ups)
- 3.2AI for message personalization at scale
- 3.3AI for objection handling
- 3.4AI for multi-step cadences and sequence building
- 3.5Voice AI for call scripts, role-play simulations & pitch refinement
- 3.6Exercise: Generate personalized outreach sequences
- 3.7Create an objection-handling library using AI
- 3.8Rewrite a pitch deck email using AI
- AI for Sales Calls, Meetings & PresentationsUse AI to prepare better, present better, and close better8
- 4.1Pre-call AI research and preparation
- 4.2AI for generating talk tracks, discovery questions & demo scripts
- 4.3AI meeting co-pilot: note-taking, action items & sentiment analysis
- 4.4AI for presenting complex information simply
- 4.5AI for creating proposal decks, summaries & client-ready write-ups
- 4.6Exercise: Use AI to generate a discovery call script
- 4.7AI summary of a call recording (sample provided)
- 4.8Draft a client-ready proposal outline using AI
- AI for Pipeline Management, CRM Productivity & ForecastingImprove forecasting accuracy, CRM hygiene & revenue visibility9
- 5.1AI-based pipeline scoring & risk detection
- 5.2AI for improving CRM data quality
- 5.3Predictive forecasting based on deal health, customer behavior, and past trends
- 5.4AI for automating follow-ups and reminders
- 5.5Forecast accuracy improvement via ML
- 5.6AI dashboards for management reporting
- 5.7Exercise: AI-generated pipeline health report
- 5.8Create a forecast scenario using AI
- 5.9Clean and enrich CRM entries automatically
- AI for Negotiation, Pricing & Proposal ManagementUse AI insights to support final-stage deal decision-making8
- 6.1Negotiation preparation with AI (BATNA/anchor/pain points)
- 6.2Pricing recommendations using demand trends & historical conversion data
- 6.3AI for contract review & redlining
- 6.4Proposal generation using AI templates
- 6.5Win/loss analysis with AI insights
- 6.6Exercise: AI-assisted negotiation plan
- 6.7Draft pricing justification using AI
- 6.8Propose a revised offer email based on deal context
- AI for Sales Administration, Documentation & ReportingReduce admin workload & improve reporting accuracy7
- 7.1Auto-generation of visit reports, MOMs, RFP responses, weekly trackers
- 7.2AI for summarizing contracts & customer requirements
- 7.3Creating proposal templates, follow-up emails & executive summaries
- 7.4AI for lead-to-order documentation workflows
- 7.5Exercise: Convert a discovery call → proposal → MOM flow using AI
- 7.6Generate automated weekly sales reports
- 7.7Create templates for proposals or RFPs
- Responsible & Safe Use of AI in SalesEnsure ethical, secure, and compliant use of AI tools8
- 8.1Data privacy & confidentiality in AI-driven sales
- 8.2Limits of AI in customer communication
- 8.3Avoiding hallucinations in proposals & pricing
- 8.4AI governance, permissions & auditability
- 8.5Best practices for enterprise-grade AI usage
- 8.6Exercise: Identify unsafe vs. safe AI outputs
- 8.7Create an “AI in Sales Usage Policy”
- 8.8Map risk areas in AI-generated communication
- Building the AI-Enabled Sales RoadmapEquip teams to scale AI across the sales function7
- 9.1AI opportunity heatmap across the sales cycle
- 9.2Integrating AI tools with CRM, ERP & MarTech ecosystems
- 9.3Change management & capability building for sales teams
- 9.4How to pilot → adopt → scale AI for the entire sales org
- 9.5KPIs for AI-enabled sales performance
- 9.6Exercise: Draft an AI adoption plan for the sales function
- 9.7Identify 5 high-impact use cases to pilot immediately
Instructor
