Role-Based Programme
RB0125

Claude for Sales & Business Development

Research, Engage & Build Smarter Sales Workflows

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Duration
16 Hours
Level
Intermediate
Delivery
Instructor-Led
Format
Capability Training

Programme Objectives

  • Develop functional proficiency in applying Claude across prospect research, account planning, buyer analysis, outreach, discovery, proposal support, and opportunity development.
  • Apply advanced prompting and context-engineering techniques to generate personalised, evidence-based, and commercially relevant sales outputs.
  • Use Claude Research, Web Search, uploaded files, and authorised connected information to build stronger account and opportunity intelligence.
  • Build reusable Claude Projects and workflows for prospecting, meeting preparation, follow-up, proposals, and account management.
  • Apply source validation, confidentiality, accuracy, responsible personalisation, and human review across AI-assisted sales activities.

Tools covered

ClaudeGenerative AIAdvanced Prompt EngineeringClaude ResearchWeb SearchFile AnalysisProjectsArtifactsFile Creation & Data AnalysisGoogle Workspace Connectors – GmailGoogle Calendar & Google Drive

Who should attend

  • Sales Managers
  • Business Development Managers
  • Account Managers
  • Key Account Managers
  • Enterprise Sales Professionals
  • Inside Sales Professionals
  • Business Development Executives
  • Sales Development Representatives
  • Account Executives
  • Pre-Sales Professionals
  • Solution Sales Professionals
  • Channel & Partnership Professionals
  • Sales Operations Professionals
  • Regional & Territory Sales Leaders

Prerequisites & Participant Readiness

  • Basic familiarity with sales or business-development activities
  • Understanding of prospects, accounts, opportunities, customer meetings, and sales communication
  • Basic document and spreadsheet handling skills
  • Familiarity with workplace productivity applications is helpful
  • Basic understanding of Generative AI is beneficial but not mandatory
  • No programming knowledge required
  • Completion of a shorter Claude programme is not required

TOC Modules

Concepts
  • Understanding Claude capabilities across research, analysis, writing, planning, and sales knowledge work
  • Identifying appropriate AI-assisted activities across the sales lifecycle
  • Understanding hallucinations, outdated information, incomplete context, and over-personalisation risks
  • Distinguishing AI-generated recommendations from salesperson judgement and verified customer information
Practical activities
  • Mapping recurring sales activities to appropriate Claude-assisted workflows

Scenarios

Target Account to Qualified Opportunity

Target Account → Claude Research → Company & Market Signals → Stakeholder Intelligence → Value Hypothesis → Personalised Outreach → Discovery Plan → Qualified Opportunity

Participants use Claude to investigate a target organisation, identify evidence-backed business signals, develop stakeholder-specific engagement angles, and prepare a structured discovery approach without treating unverified assumptions as customer facts.

Customer Meeting to Proposal Advancement

Meeting Notes → Claude Analysis → Needs & Priorities → Open Questions → Follow-Up → Solution Mapping → Proposal Draft → Stakeholder Review → Next Action

Participants transform customer-meeting information into a structured opportunity-development workflow covering follow-up, requirements, proposal messaging, stakeholder actions, and the next commercial step.

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