Role-Based Programme
RB1147

AI for Pre-Sales & Solution Consulting

Advanced Discovery, Solution Design & Deal Intelligence

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

Programme Objectives

  • Develop advanced capability to apply AI across customer discovery, requirements analysis, solution design, proposal development, demonstrations, and deal support.
  • Use AI-assisted research to understand customer organisations, industries, business priorities, technical environments, competitors, and buying context.
  • Apply AI to translate customer challenges into structured requirements, solution architectures, value propositions, business cases, and executive presentations.
  • Improve RFP responses, proposal quality, technical-commercial alignment, competitive positioning, and sales-to-solution collaboration.
  • Build responsible AI-enabled Pre-Sales and Solution Consulting workflows with strong validation, confidentiality, governance, and human oversight.

Tools covered

Generative AI AssistantsAI Search & Deep ResearchCustomer & Account IntelligenceRequirements AnalysisDocument IntelligenceSolution MappingProposal & RFP SupportCompetitive AnalysisBusiness Case DevelopmentPresentation SupportCRM IntelligenceWorkflow AutomationAI Agents

Who should attend

  • Pre-Sales Consultants
  • Solution Consultants
  • Senior Solution Consultants
  • Solution Engineers
  • Sales Engineers
  • Pre-Sales Managers
  • Solution Architects
  • Technical Sales Professionals
  • Business Solution Consultants
  • Enterprise Solution Consultants
  • Product Specialists
  • Proposal & Bid Professionals
  • Sales Enablement Professionals
  • Business Development Professionals
  • Leaders Responsible for Pre-Sales & Solution Consulting

Prerequisites & Participant Readiness

  • Experience in pre-sales, solution consulting, sales engineering, solution architecture, or technical sales
  • Familiarity with customer discovery, proposals, demonstrations, RFPs, and sales opportunities
  • Basic awareness of Generative AI and common business applications
  • Comfort working with customer, technical, commercial, and solution information
  • No programming knowledge required

TOC Modules

Concepts
  • Understanding Generative AI, reasoning models, multimodal AI, AI search, automation, and AI agents
  • Exploring AI applications across discovery, solutioning, proposals, demonstrations, and opportunity support
  • Distinguishing AI-assisted consulting from traditional sales automation
  • Understanding hallucinations, technical inaccuracies, confidentiality, and human accountability
Practical activities
  • Mapping AI opportunities across the Pre-Sales lifecycle
  • Identifying tasks suitable for augmentation, automation, or continued expert ownership
  • Creating an AI opportunity map for Pre-Sales teams

Scenarios

Customer Discovery to Solution Proposal

Account Intelligence → Discovery → Requirements → Stakeholder Priorities → Solution Options → Recommended Architecture → Value Proposition → Proposal

Participants use AI to research a customer, structure discovery findings, identify requirements, design solution options, and create a customer-specific proposal supported by clear business value.

Complex RFP to Winning Solution Strategy

RFP Analysis → Requirements Matrix → Technical & Business Needs → Solution Mapping → Competitive Positioning → Business Case → Demonstration Plan → Executive Presentation

Participants use AI to analyse a complex RFP, structure compliance requirements, develop a differentiated solution response, prepare business value evidence, and create an executive-ready presentation and demonstration strategy.

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