Role-Based Programme
RB1127

AI for Inside Sales & Telesales

Advanced Prospecting, Conversational Selling & 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 inside sales, telesales, prospecting, qualification, customer conversations, follow-up, and pipeline development.
  • Apply AI-assisted research to identify high-fit prospects, buying signals, customer context, stakeholder priorities, and engagement opportunities.
  • Use AI to improve call preparation, discovery, objection handling, value communication, follow-up, and CRM discipline.
  • Analyse activity, call, conversion, and pipeline data to identify performance gaps and improve sales productivity.
  • Build responsible AI-enabled Inside Sales workflows with appropriate customer privacy, validation, governance, and human judgement.

Tools covered

Generative AI AssistantsAI Search & ResearchProspect IntelligenceLead QualificationBuyer Persona AnalysisCall PreparationSales Conversation SupportObjection HandlingEmail & Follow-Up GenerationCRM IntelligenceSales AnalyticsCall Summary & Coaching ToolsWorkflow AutomationAI Agents

Who should attend

  • Inside Sales Executives
  • Telesales Executives
  • Inside Sales Representatives
  • Telecalling Professionals
  • Sales Development Representatives
  • Business Development Representatives
  • Inside Sales Managers
  • Telesales Managers
  • Lead Generation Professionals
  • Customer Acquisition Executives
  • Account Development Representatives
  • Sales Coordinators
  • Inbound Sales Professionals
  • Outbound Sales Professionals
  • Sales Leaders Responsible for Inside Sales Performance

Prerequisites & Participant Readiness

  • Experience in inside sales, telesales, telecalling, lead generation, or customer acquisition
  • Familiarity with phone-based selling, CRM systems, follow-up, and sales pipelines
  • Basic awareness of Generative AI and common business applications
  • Comfort working with prospect, customer, and sales information
  • No programming knowledge required

TOC Modules

Concepts
  • Understanding Generative AI, reasoning models, AI search, automation, and AI agents
  • Exploring AI applications across prospecting, calling, qualification, follow-up, and sales management
  • Distinguishing AI-assisted selling from traditional diallers, scripts, and CRM automation
  • Understanding hallucinations, outdated information, privacy, and human accountability
Practical activities
  • Mapping AI opportunities across the Inside Sales lifecycle
  • Identifying tasks suitable for augmentation, automation, or continued human ownership
  • Creating a personal AI opportunity map for Inside Sales

Scenarios

New Lead to Qualified Sales Opportunity

Lead Received → Prospect Research → Priority Score → Call Preparation → Discovery → Qualification → Value Proposition → Follow-Up → CRM Update → Sales Handover

Participants use AI to research and prioritise a new lead, prepare a structured sales conversation, qualify the opportunity, create personalised follow-up, and prepare a complete CRM and sales handover.

Low-Conversion Telesales Campaign to Performance Improvement

Campaign Data → Call Outcomes → Connect & Response Analysis → Script Review → Objection Patterns → Qualification Gaps → Sequence Improvement → Conversion Plan

Participants use AI to analyse an underperforming telesales campaign, identify weaknesses in targeting, scripts, objection handling, qualification, and follow-up, and create an improved conversion-focused campaign model.

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