Role-Based Programme
RB1155

AI for Sales & Business Development

Advanced Revenue Growth, Customer Intelligence & Sales Transformation

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

Programme Objectives

  • Develop advanced capability to apply AI across the complete Sales & Business Development lifecycle, from market intelligence and prospecting to opportunity conversion, account growth, and revenue management.
  • Use AI-assisted research and analysis to identify markets, target accounts, stakeholders, buying signals, customer priorities, competitors, and growth opportunities.
  • Apply AI to prospecting, qualification, discovery, value propositions, proposals, negotiation preparation, account planning, and customer relationship management.
  • Use AI-assisted analytics to strengthen pipeline quality, conversion, forecasting, sales productivity, customer retention, and revenue growth.
  • Build an integrated and responsible AI-enabled Sales & Business Development operating model with strong governance, CRM discipline, validation, and human oversight.

Tools covered

Generative AI AssistantsAI Search & Deep ResearchProspect IntelligenceAccount IntelligenceLead ScoringCustomer ResearchSales Conversation SupportProposal DevelopmentCRM IntelligencePipeline AnalyticsForecasting SupportCompetitive IntelligenceWorkflow AutomationAI AgentsDecision-Support Tools

Who should attend

  • Sales Professionals
  • Business Development Professionals
  • Sales Managers
  • Business Development Managers
  • Account Executives
  • Key Account Managers
  • Inside Sales Professionals
  • Field Sales Professionals
  • Sales Development Representatives
  • Pre-Sales Professionals
  • Channel & Partner Sales Professionals
  • Customer Relationship Managers
  • Sales Operations Professionals
  • Revenue Operations Professionals
  • Sales & Business Development Leaders

Prerequisites & Participant Readiness

  • Experience in sales, business development, account management, pre-sales, channel sales, or sales operations
  • Familiarity with prospecting, customer meetings, CRM systems, sales pipelines, and revenue targets
  • Basic awareness of Generative AI and common business applications
  • Comfort working with customer, market, account, and commercial information
  • No programming knowledge required

TOC Modules

Concepts
  • Understanding Generative AI, reasoning models, multimodal AI, intelligent automation, and AI agents
  • Exploring AI applications across prospecting, selling, account management, and sales operations
  • Distinguishing AI assistance, analytics, workflow automation, and autonomous agents
  • Understanding hallucinations, outdated information, confidentiality, and human accountability
Practical activities
  • Mapping AI opportunities across the Sales & Business Development lifecycle
  • Identifying tasks suitable for augmentation, automation, or continued human ownership
  • Creating an AI opportunity map for the sales function

Scenarios

Market Opportunity to Enterprise Revenue Pipeline

Market Intelligence → ICP → Target Accounts → Buying Signals → Stakeholders → Qualification → Outreach → Discovery → Value Proposition → Pipeline

Participants use AI to identify a high-potential market opportunity, build a target-account strategy, qualify prospects, engage relevant stakeholders, and develop a structured enterprise revenue pipeline.

Sales Pipeline to Revenue Growth Transformation

CRM & Pipeline Data → Conversion Analysis → Deal Risks → Customer Intelligence → Account Growth → Sales Process Gaps → Automation → Forecast → Revenue Improvement Plan

Participants use AI to analyse an existing sales pipeline, identify conversion and process weaknesses, uncover growth opportunities, design AI-enabled improvements, and create a measurable Sales & Business Development transformation roadmap.

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