Model Online / On-Site
Duration
Modules 5 modules

Course Objective & Scope

Sales reps spend considerable time on account research, emails, proposals and CRM updates. In this course the team learns to use ChatGPT, Gemini or Microsoft 365 Copilot for account research, decision-maker mapping, personalised outreach sequences and pre-call briefs; built-in AI features of Salesforce, HubSpot or Dynamics 365 are covered according to the organisation's stack.

At the heart of the exercises are AI-driven objection-handling and negotiation role-plays. Deliverables are a prompt set tailored to the team's products, a proposal template and a customer data sharing checklist.

Who Should Attend?

  • Field and enterprise sales representatives
  • Inside sales and SDR/BDR teams
  • Sales managers and regional managers
  • Sales operations and proposal teams

Key Takeaways

  • Prepare a sourced, verified account brief for a target customer
  • Write outreach emails personalised by segment and role
  • Rehearse objection and negotiation scenarios with AI
  • Convert call notes into structured CRM records
  • Tailor proposal and presentation drafts to customer needs

Curriculum

Account and Industry Research
  • Customer briefs with web search and deep research
  • Decision-maker and needs map
  • Source verification
Personalised Outreach
  • Email and LinkedIn message sequences
  • Adapting the value proposition to segments
  • Tone, length and call to action
Call Preparation and Role-Plays
  • Preparing discovery questions
  • Objection-handling simulation
  • Negotiation rehearsal
Proposals, Presentations and CRM
  • Proposal and presentation drafts
  • CRM records from call notes
  • Copilot for Sales, Salesforce Einstein and HubSpot AI
Safe Use in Sales
  • Customer data and KVKK
  • Human approval for pricing and commitment wording

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