Curriculum
- 9 Sections
- 70 Lessons
- 1 Day
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- 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
What AI actually means for sales teams (GenAI, ML, NLP, Predictive Analytics)
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