Role-Based Programme
RB1118

AI for Sales Development & Lead Generation

Prospect Intelligence, Lead Qualification & Pipeline Acceleration

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

Programme Objectives

  • Develop practical AI capabilities for prospecting, lead generation, account research, qualification, and sales-development execution.
  • Apply AI to identify target accounts, research stakeholders, detect buying signals, prioritise leads, and prepare personalised outreach.
  • Use AI to improve discovery preparation, lead scoring, follow-up planning, CRM documentation, and sales-development productivity.
  • Analyse pipeline activity, conversion patterns, lead quality, and prospect engagement to improve prospecting effectiveness.
  • Apply responsible AI practices related to privacy, source validation, commercial sensitivity, outreach accuracy, bias, and human review.

Tools covered

Generative AI AssistantsAI Search & ResearchProspect ResearchIdeal Customer Profile DevelopmentBuyer Persona AnalysisLead ScoringAccount IntelligenceOutreach PersonalisationCRM Workflow ConceptsSales Data AnalysisMeeting IntelligenceExecutive Summarisation

Who should attend

  • Sales Development Representatives
  • Business Development Representatives
  • Lead Generation Executives
  • Inside Sales Executives
  • Account Development Representatives
  • Sales Development Managers
  • Inside Sales Managers
  • Business Development Executives
  • Pre-Sales Professionals
  • Sales Executives
  • Territory Development Professionals
  • Sales Operations Professionals
  • Demand Generation Professionals
  • Growth Sales Professionals
  • Sales Team Leaders

Prerequisites & Participant Readiness

  • Experience in sales development, lead generation, prospecting, inside sales, or business development
  • Familiarity with customer research, outbound outreach, CRM usage, and lead qualification
  • Basic familiarity with Generative AI tools is recommended
  • Ability to interpret prospect, account, and pipeline information
  • No programming knowledge required

TOC Modules

Concepts
  • Understanding Generative AI, reasoning models, AI search, and AI assistants
  • Exploring AI applications across prospecting, lead research, qualification, outreach, and follow-up
  • Understanding how AI differs from CRM, sales-engagement platforms, automation, and traditional search
  • Recognising hallucinations, outdated information, unsupported claims, and AI limitations
Practical activities
  • Mapping the Sales Development lifecycle to practical AI applications
  • Identifying high-value and low-value AI use cases
  • Comparing traditional and AI-assisted prospecting workflows

Scenarios

Target Market to Qualified Sales Opportunity

ICP → Target Accounts → Account Research → Buying Signals → Stakeholder Mapping → Lead Scoring → Personalised Outreach → Qualification

Participants use AI to define a target market, research relevant accounts, identify stakeholders and prospecting signals, score leads, and develop personalised outreach for the strongest opportunities.

Prospect Engagement to Sales Handover

Prospect Response → Account Context → Discovery Preparation → Initial Conversation → Qualification → CRM Update → Follow-Up → Account Executive Handover

Participants use AI to support a simulated prospect from first engagement through qualification, prepare discovery questions, document insights, and create a structured handover for the sales team.

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