About the Course
Course Overview
This comprehensive 4-day program equips B2B sales professionals with AI-powered strategies and tools to transform their sales approach across the entire customer lifecycle. Participants will master AI-augmented techniques for prospecting, qualifying, presenting, negotiating, and closing deals while building personalized AI workflows for their specific sales roles.
Target Audience
Account Executives
Account Managers
Sales Development Representatives (SDRs/BDRs)
Sales Engineers
Sales Managers
Learning Outcomes
By the end of this program, participants will be able to:
Apply AI tools to build data-driven ideal customer profiles and prioritize high-value accounts
Design and execute multi-channel outreach sequences with personalized messaging at scale
Conduct effective discovery sessions using AI-assisted questioning frameworks
Create compelling, stakeholder-specific value presentations and proposals
Navigate complex negotiations and objections with AI-powered preparation and strategies
Manage pipeline and forecast accuracy using AI-driven intelligence
Build custom AI copilot workflows tailored to their specific sales role
Course Outline
Day 1: AI Foundations & Early Stage Sales
Module 1: Foundation & Early-Stage Sales
Module 2: TARGET - Ideal Customer Profiling & Account Selection
Module 3: ENGAGE - Multi-Channel Outreach & Prospecting
Module 4: QUALIFY - Rapid Lead Assessment & Stakeholder Mapping
Module 5: DISCOVER - Deep Needs Analysis & Intelligence Gathering
Day 2: Mid Stage Corporate Storytelling to Pipeline Closure
Module 5: PRESENTATION - Strategic Storytelling & Value Communication
Module 6: DEMONSTRATE - Solution & Technical Validation
Module 7: NEGOTIATE - Commercial Excellence & Deal Structuring
Module 8: CLOSE - Pipeline Management & Forecast Intelligence
Module 9: PROPOSAL - Generating the Ideal Proposal
Module 10.1: OVERCOME - Objection Mastery & Competitive Positioning
Module 10.2: CLOSE - Pipeline Management & Forecast Intelligence
Module 10.3: EXPAND - Account Growth & Retention Strategy
Module 11: BUILD - Personal AI Copilot & Workflow Design
Module 12: MASTER - Full-Cycle Capstone Challenge (Early Stage)
Module 12: MASTER - Full-Cycle Capstone Challenge (Mid Stage)
Module 12: MASTER - Full-Cycle Capstone Challenge (Late Stage)
Module 12: Capstone Project Presentations
