Role-Based Programme
RB1146

AI for Pre-Sales & Solution Consulting

Discovery Intelligence, Solution Design & Proposal Excellence

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

Programme Objectives

  • Develop practical AI capabilities for customer discovery, requirement analysis, solution design, and pre-sales decision support.
  • Apply AI to research accounts, analyse customer needs, interpret RFPs and RFIs, identify solution-fit requirements, and prepare solution recommendations.
  • Use AI to improve demonstrations, proposals, presentations, value propositions, objection handling, and stakeholder communication.
  • Strengthen collaboration between sales, technical, delivery, commercial, and customer teams through structured AI-assisted workflows.
  • Apply responsible AI practices related to customer confidentiality, technical accuracy, intellectual property, source validation, commercial sensitivity, and human review.

Tools covered

Generative AI AssistantsAI Search & ResearchAccount IntelligenceRequirement AnalysisStakeholder AnalysisSolution MappingProposal DevelopmentRFP/RFI AnalysisCompetitive IntelligencePresentation ToolsMeeting IntelligenceCRM Workflow Concepts

Who should attend

  • Pre-Sales Consultants
  • Solution Consultants
  • Solutions Engineers
  • Pre-Sales Engineers
  • Solution Architects
  • Technical Sales Professionals
  • Sales Consultants
  • Business Solution Consultants
  • Proposal Professionals
  • Bid Management Professionals
  • Technical Account Professionals
  • Enterprise Sales Professionals
  • Product Specialists
  • Business Development Professionals
  • Pre-Sales Managers

Prerequisites & Participant Readiness

  • Experience in pre-sales, solution consulting, technical sales, business development, or customer-facing solution roles
  • Familiarity with customer discovery, requirements, proposals, presentations, or solution demonstrations
  • Basic familiarity with Generative AI tools is recommended
  • Ability to interpret business and technical information
  • No programming knowledge required

TOC Modules

Concepts
  • Understanding Generative AI, reasoning models, multimodal AI, and AI assistants
  • Exploring AI applications across discovery, requirements, solution design, proposals, and presentations
  • Understanding how AI differs from CRM, knowledge systems, automation, and traditional research tools
  • Recognising hallucinations, outdated information, unsupported technical claims, and AI limitations
Practical activities
  • Mapping the pre-sales lifecycle to practical AI applications
  • Identifying high-value versus low-value AI use cases
  • Comparing traditional and AI-assisted solution-consulting workflows

Scenarios

Customer Requirement to Solution Recommendation

Account Research → Discovery → Requirement Analysis → RFP Review → Fit-Gap Analysis → Solution Mapping → Value Proposition → Executive Recommendation

Participants use AI to analyse a simulated customer opportunity, structure requirements, evaluate solution fit, and prepare a customer-specific solution recommendation.

Qualified Opportunity to Winning Proposal & Demo

Customer Context → Stakeholder Needs → Solution Design → Competitive Positioning → Proposal → Demo Storyline → Objection Preparation → Sales Handover

Participants use AI to convert a qualified opportunity into a structured proposal and demonstration strategy, prepare for customer objections, and create a clear handover for the sales and delivery teams.

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