Role-Based Programme
RB1130

AI for Account Executives

Account Intelligence, Consultative Selling & Revenue Growth

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

Programme Objectives

  • Develop practical AI capabilities for account research, opportunity management, customer engagement, and revenue growth.
  • Apply AI to analyse accounts, stakeholders, customer needs, competition, and opportunity signals.
  • Use AI to improve discovery, consultative selling, value propositions, proposals, negotiation preparation, and follow-up.
  • Strengthen pipeline management, account planning, CRM documentation, and opportunity progression using structured AI-assisted workflows.
  • Apply responsible AI practices related to customer confidentiality, commercial sensitivity, source accuracy, privacy, and human judgement.

Tools covered

Generative AI AssistantsAI Search & ResearchAccount IntelligenceStakeholder MappingOpportunity AnalysisDiscovery SupportProposal DevelopmentSales Data AnalysisMeeting IntelligenceCRM Workflow ConceptsExecutive SummarisationPresentation Tools

Who should attend

  • Account Executives
  • Senior Account Executives
  • Enterprise Account Executives
  • Sales Executives
  • Business Development Executives
  • Territory Account Executives
  • Corporate Sales Executives
  • Strategic Account Executives
  • Client Acquisition Professionals
  • Key Account Professionals
  • Relationship Managers
  • Solution Sales Professionals
  • Consultative Sales Professionals
  • Sales Managers
  • Revenue Growth Professionals

Prerequisites & Participant Readiness

  • Experience in sales, account management, business development, or customer-facing commercial roles
  • Familiarity with opportunity management, customer meetings, proposals, and CRM systems
  • Basic familiarity with Generative AI tools is recommended
  • Ability to interpret account, customer, and sales information
  • No programming knowledge required

TOC Modules

Concepts
  • Understanding Generative AI, reasoning models, multimodal AI, and AI assistants
  • Exploring AI applications across account research, discovery, proposals, and opportunity management
  • Understanding how AI differs from CRM, sales automation, and traditional research tools
  • Recognising hallucinations, outdated information, unsupported claims, and AI limitations
Practical activities
  • Mapping the Account Executive sales cycle to practical AI applications
  • Identifying high-value versus low-value sales use cases
  • Comparing traditional and AI-assisted account workflows

Scenarios

Strategic Account to Qualified Opportunity

Account Research → Stakeholder Mapping → Opportunity Signals → Discovery → Need Analysis → Qualification → Value Proposition → Opportunity Plan

Participants use AI to research a strategic account, identify key stakeholders and business signals, conduct structured discovery, and develop a qualified opportunity plan.

Qualified Opportunity to Commercial Proposal

Customer Need → Stakeholder Priorities → Solution Positioning → Objection Analysis → Proposal → Negotiation Preparation → CRM Update → Deal Progression

Participants use AI to transform a qualified opportunity into a customer-specific proposal, prepare for objections and negotiation, document next steps, and create a structured deal-progression plan.

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