AI in Sales: Customer Analysis and Automation of Sales Processes
A workshop for salespeople and BDMs who want to use ChatGPT, Perplexity, and similar tools across the entire sales process: from hunting and lead qualification, through RFQ/RFP analysis and meeting preparation, to proposals, SoW, and closing the deal.
A practical course dedicated to using AI in everyday sales work, without technical jargon and without theory for theory’s sake. The participant goes through the full end-to-end process: identifying accounts and decision-makers, company and market research, assessing lead potential, analyzing requests for proposals and tenders, preparing for sales conversations, creating effective messages, building a value proposition, preparing the scope of cooperation, and actions that accelerate closing sales. The course is strongly based on ready-made artifacts: specific prompts, checklists, email templates, meeting note structures, qualification matrices, and document templates for different industries. The program is grounded in business realities: pressure for productivity, the quality of input data, the risk of hallucinations, and the need for quality control. It also takes into account the current market context: companies see the greatest value of AI in core functions such as sales and marketing, but many organizations still struggle to scale results; at the same time, McKinsey research points to the potential for sales productivity growth of around 3–5% and revenue and ROI growth in teams that implement AI sensibly, while BCG emphasizes that the barrier is no longer only technology, but a lack of time to learn, poor implementation, and uncertainty about when to use AI. This course addresses exactly that problem: it shows when, for what, and how to use AI in sales so you can prepare for actions faster and improve the quality of a salesperson’s work. Sources of inspiration for the program include current reports from McKinsey, BCG, HBR, and Gartner on the impact of AI on sales, productivity, adoption, and business value.
What you will learn
- The participant can map out which stages of their own sales process are genuinely shortened by AI and where it improves the quality of work.
- The participant can prepare strong briefs and prompts for account research, customer needs analysis, and sales meeting preparation.
- The participant can compare a weak and a strong prompt and assess when an AI output is ready to use and when it needs correction.
- The participant can use AI for lead qualification, building purchase hypotheses, and prioritizing sales opportunities.
- The participant can analyze RFQs, RFPs, and tender announcements, identifying risks, gaps, and clarifying questions.
- The participant can create personalized sales messages, follow-ups, and meeting summaries without sounding like a robot.
- The participant can prepare a first draft of an offer and scope of cooperation faster, with better alignment to customer needs.
- The participant can use AI to work on objections, next steps, and a deal-closing plan.
- The participant knows the rules for safe use of AI in sales: fact-checking, data protection, quality control, and the salesperson’s responsibility for the result.
- The participant leaves with their own set of ready-made templates, checklists, and prompts for at least several sales situations and different industries.
Prerequisites
Basic experience in B2B or B2C sales, familiarity with your own sales process, and readiness to work in a workshop format using examples of offers, leads, messages, and meetings. No technical knowledge is required. Access to ChatGPT, Perplexity, or a similar tool, as well as 2–3 of your own sales cases for exercises, will be useful.
Course syllabus
- Sales process map: when AI really saves a salesperson’s time
- How to assess whether a sales task is suitable for AI support
- Weak brief vs strong brief: what determines the quality of the response
- Workshop exercise: mapping your own process from hunting to closing
- Quiz: choosing the right AI application at specific stages of sales
- How to build a company, market, and decision-maker profile in 15 minutes before the first contact
- Prompts for prospecting in three situations: new client, reactivation, and entering a new account
- Lead qualification without guessing: questions, buying signals, and opportunity prioritization
- Meeting preparation: agenda, need hypotheses, and a list of deepening questions
- Industry examples: B2B services, IT, manufacturing, training, and sales to the public sector
- Quiz: which information is really useful before a sales conversation
- How to Quickly Analyze an RFQ or RFP and Spot Gaps, Risks, and Questions for the Client
- Searching tenders and notices: how to separate opportunities from time sinks
- Opening email, follow-up, and post-meeting message: before and after improvement using AI
- Creating an Offer and Scope of Collaboration: from Client Notes to the First Sensible Version
- Workshop exercise: a complete set of materials for one real sales opportunity
- Quiz: recognizing risks in purchasing documents and communication with the customer
- How to work with customer objections and prepare a response that doesn’t sound artificial
- Deal-closing plan: next step, decision risks, and communication to multiple stakeholders
- Quality control: how to check facts, numbers, promises, and fit for the customer
- Building Your Own Library of Prompts, Checklists, and Templates for Different Industries
- Final quiz: a salesperson’s decisions when working with AI from lead to won opportunity
FAQ
The course is intended for salespeople, account managers, SDRs/BDRs, consultants, and sales leaders who want to use AI in their daily work faster and smarter — without needing to program. It works well in both B2B sales and in work with a more complex proposal or tender process.
The participant goes through the entire sales process end-to-end: identifying companies and decision-makers, customer and market research, assessing lead potential, analyzing requests for proposals and tenders, preparing for sales conversations, creating effective messages, building a value proposition, preparing the scope of cooperation, and actions that help close sales faster.
No. This is a practical course designed for sales professionals. It does not focus on technical jargon or theory for theory’s sake. It shows how to use AI for specific sales tasks: saving time, understanding the customer better, personalizing communication, and improving the quality of meeting preparation.
AI is quickly becoming one of the main growth tools in sales. According to Salesforce, sales teams identify AI and AI agents as the number one growth tactic for 2026, and 87% of sales organizations already use some form of AI in prospecting, lead scoring, forecasting, or message creation. McKinsey, in turn, reports that on average 71% of companies use generative AI in at least one business function, and marketing and sales are among the areas with the highest usage levels. This means that AI knowledge is no longer a “nice to have” advantage, but a real sales competency.
The biggest value is reducing manual work and improving the quality of sales activities. With AI, you can prepare research faster, assess leads more accurately, better tailor communication, and build sales arguments more efficiently. This translates into greater productivity, better meeting preparation, and more time for customer relationships instead of tedious administrative tasks.
Yes. A strong emphasis is placed on creating effective sales messages, value propositions, and materials supporting the quoting process. The course shows how to use AI to personalize communication, organize customer information, and prepare content that is more specific, relevant, and helpful at the next stages of the sales process.
- 4 hours
- Intermediate
- Certificate on completion
- Access immediately after purchase
- Lifetime access and updates
30-day money-back guarantee