Role-Based Programme
RB1119

AI for Sales Development & Lead Generation

Advanced Prospecting, Lead Intelligence & Pipeline Acceleration

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Duration
32 Hours
Level
Advanced
Delivery
Instructor-Led
Format
Capability Development

Programme Objectives

  • Develop advanced capability to use AI across prospecting, lead generation, account research, qualification, outreach, and pipeline development.
  • Apply AI-assisted research to identify high-fit organisations, stakeholders, buying signals, business triggers, and sales opportunities.
  • Build structured AI-enabled workflows for ICP development, lead prioritisation, personalised outreach, follow-up, and CRM management.
  • Use AI-assisted analytics to improve lead quality, response rates, qualification, conversion, pipeline velocity, and sales-development productivity.
  • Design responsible AI-enabled Sales Development workflows with appropriate validation, privacy, governance, and human oversight.

Tools covered

Generative AI AssistantsAI Search & Deep ResearchProspect IntelligenceIdeal Customer Profile DevelopmentBuyer Persona AnalysisLead ScoringAccount ResearchStakeholder MappingOutreach PersonalisationCRM IntelligenceSales AnalyticsWorkflow AutomationAI Agents

Who should attend

  • Sales Development Representatives
  • Senior Sales Development Representatives
  • Business Development Representatives
  • Lead Generation Professionals
  • Inside Sales Professionals
  • Account Development Representatives
  • Sales Development Managers
  • Inside Sales Managers
  • Business Development Managers
  • Pre-Sales Professionals
  • Sales Operations Professionals
  • Demand Generation Professionals
  • Territory Development Professionals
  • Pipeline Development Professionals
  • Sales Leaders Responsible for Lead Generation & Qualification

Prerequisites & Participant Readiness

  • Experience in sales development, business development, inside sales, lead generation, or prospecting
  • Familiarity with CRM systems, sales pipelines, prospect research, and customer outreach
  • Basic awareness of Generative AI and common business applications
  • Comfort working with prospect, account, and sales data
  • No programming knowledge required

TOC Modules

Concepts
  • Understanding Generative AI, reasoning models, AI search, automation, and AI agents
  • Exploring AI applications across prospecting, research, qualification, outreach, and pipeline development
  • Distinguishing AI-assisted selling from traditional sales automation
  • Understanding hallucinations, outdated information, privacy, and human accountability
Practical activities
  • Mapping AI opportunities across the Sales Development lifecycle
  • Identifying activities suitable for augmentation, automation, or human ownership
  • Creating an AI opportunity map for Sales Development teams

Scenarios

Market Signal to Sales-Ready Lead

Target Market → ICP → Account Research → Buying Signal → Stakeholder Mapping → Lead Scoring → Personalised Outreach → Qualification → Sales Handover

Participants use AI to identify a high-fit prospect, validate business signals, identify relevant stakeholders, score the opportunity, create personalised outreach, and prepare a qualified handover for the sales team.

Low-Conversion Prospecting Funnel to Performance Improvement

Prospecting Data → Channel Analysis → Response Rates → Lead Quality → Sequence Performance → Conversion Gaps → Improvement Actions → Optimised Prospecting Model

Participants use AI to diagnose a weak Sales Development funnel, identify performance bottlenecks, compare prospecting channels and messages, and redesign the lead-generation approach for improved pipeline quality and conversion.

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