Role-Based Programme
RB1154

AI for Sales & Business Development

Prospect Intelligence, Customer Engagement & Revenue Growth

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

Programme Objectives

  • Develop practical AI capabilities across prospecting, business development, customer engagement, account management, and sales execution.
  • Apply AI to research markets, companies, stakeholders, buying signals, customer needs, and revenue opportunities.
  • Use AI to improve lead qualification, discovery preparation, personalised outreach, value propositions, proposals, and follow-up.
  • Analyse sales activity, account information, pipeline data, conversion patterns, and revenue opportunities to improve commercial decision-making.
  • Apply responsible AI practices related to customer privacy, confidentiality, source validation, commercial accuracy, bias, and human judgement.

Tools covered

Generative AI AssistantsAI Search & ResearchProspect IntelligenceAccount ResearchLead QualificationCustomer & Stakeholder AnalysisSales Content GenerationMeeting IntelligenceProposal SupportCRM Workflow ConceptsSales Data AnalysisPipeline Intelligence

Who should attend

  • Sales Executives
  • Business Development Executives
  • Sales Development Representatives
  • Business Development Representatives
  • Account Executives
  • Key Account Managers
  • Inside Sales Professionals
  • Field Sales Professionals
  • Pre-Sales Professionals
  • Channel Sales Professionals
  • Sales Managers
  • Business Development Managers
  • Sales Operations Professionals
  • Commercial Professionals
  • Revenue Growth Professionals

Prerequisites & Participant Readiness

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

TOC Modules

Concepts
  • Understanding Generative AI, reasoning models, multimodal AI, and AI assistants
  • Exploring AI applications across prospecting, account research, customer engagement, and sales execution
  • Understanding how AI differs from CRM, sales automation, analytics, and traditional search
  • Recognising hallucinations, outdated information, unsupported claims, and AI limitations
Practical activities
  • Mapping the end-to-end sales lifecycle to practical AI applications
  • Identifying high-value and low-value AI use cases
  • Comparing traditional and AI-assisted sales workflows

Scenarios

Market Opportunity to Qualified Sales Pipeline

Market Research → ICP → Target Accounts → Buying Signals → Stakeholder Mapping → Qualification → Personalised Outreach → Pipeline Creation

Participants use AI to identify a market opportunity, prioritise target accounts, research stakeholders and buying signals, qualify prospects, and create a structured sales-development approach.

Qualified Opportunity to Revenue Growth Plan

Customer Discovery → Need Analysis → Value Proposition → Proposal → Objection Handling → CRM Update → Deal Progression → Account Growth

Participants use AI to support a qualified opportunity from customer discovery through proposal and deal progression, then identify additional account-growth opportunities while maintaining human ownership of commercial decisions.

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