Role-Based Programme
RB0124

Claude for Sales & Business Development

Practical AI for Prospecting, Research & Sales Productivity

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Duration
8 Hours
Level
Basic
Delivery
Instructor-Led
Format
Workshop

Programme Objectives

  • Build foundational proficiency in using Claude across practical Sales and Business Development activities.
  • Apply structured prompting techniques for prospect research, account intelligence, outreach, meeting preparation, proposals, and follow-ups.
  • Use Claude to analyse customer requirements, sales documents, meeting notes, account information, and structured business files.
  • Apply Web Search and Research to develop current, source-backed company, industry, competitor, and opportunity intelligence.
  • Build reusable AI-assisted sales workflows using Projects and Artifacts while maintaining accuracy, confidentiality, appropriate personalization, and human sales judgement.

Tools covered

ClaudeGenerative AIPrompt EngineeringWeb SearchResearchFile AnalysisProjectsArtifacts

Who should attend

  • Sales Executives
  • Business Development Executives
  • Sales Development Representatives
  • Business Development Representatives
  • Account Managers
  • Key Account Managers
  • Enterprise Sales Professionals
  • Inside Sales Professionals
  • Relationship Managers
  • Pre-Sales Professionals
  • Territory & Regional Sales Professionals
  • Channel & Partnership Professionals
  • Sales Managers & Team Leaders
  • Customer Acquisition Professionals

Prerequisites & Participant Readiness

  • Basic understanding of sales or business-development activities
  • Familiarity with prospecting, customer communication, meetings, and follow-up activities
  • Basic computer and internet proficiency
  • Basic document and spreadsheet-handling knowledge is helpful
  • No programming knowledge required
  • No previous Claude experience required
  • Participants should use anonymised or organisation-approved customer and commercial information during practical exercises

TOC Modules

Concepts
  • Understanding Claude and Generative AI from a sales professional's perspective
  • Identifying suitable applications across prospecting, research, communication, meetings, proposals, and account management
  • Understanding AI assistance versus salesperson judgement, relationship building, and commercial ownership
  • Recognising hallucinations, outdated information, confidentiality, and verification requirements
Practical activities
  • Exploring Claude through common Sales and Business Development activities
  • Comparing simple and structured prompts for the same sales requirement
  • Identifying repetitive sales activities suitable for Claude assistance

Scenarios

Target Account to Qualified Sales Conversation

Target Account → Claude Web Search / Research → Company Intelligence → Stakeholder Context → Opportunity Signals → Personalized Outreach → Discovery Preparation

Participants use Claude to transform verified market and company information into a structured account brief, targeted outreach, and discovery preparation, improving prospecting relevance and sales readiness.

Customer Meeting to Opportunity Progression

Customer Meeting Notes → Claude Analysis → Requirements & Concerns → Actions → Follow-Up Communication → Proposal Structure → Next-Step Plan

Participants use Claude to transform customer-conversation information into structured requirements, follow-up communication, and proposal preparation, improving responsiveness and opportunity progression.

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