AI Essentials for Sales Professionals

Description

A practical, sales-specific AI course that gives experienced B2B sellers a reliable, safe way to use one approved AI assistant for prospecting, outreach, and customer call preparation. Delivered as a single day of instruction — available as a full-day workshop or two half-day blocks — in ILT or vILT format. Participants learn to operate their team's approved tool, write structured prompts that produce customer-relevant output, and stay inside their organization's compliance expectations. The course applies AI directly to the work that moves pipeline: researching named accounts and open-territory prospects, writing outreach that earns a reply, prepping for calls, and turning call notes into clean follow-up. The application half of the day puts the whole workflow to work on participants' own real accounts, and closes with a personal 30-day adoption plan their manager can see.

Who This Course Is For

• Experienced business-to-business sales professionals — field sellers, inside sales, account managers, and sales development representatives
• Sellers who work a mix of named accounts and open-territory (white-space) prospecting
• Participants with prior basic AI exposure (have tried an AI assistant casually, or attended a general AI session) who did not come away with a sales-specific, trustworthy way to use it
• Teams standardizing on a single approved AI assistant and expected to use it within their organization's compliance and data-handling rules
• Suitable for any B2B vertical — examples are set in the telecom industry and localize readily to other verticals and to a client's own accounts during pre-delivery customization

What You Will Learn

• Operate an approved AI assistant for sales work — explaining in practical terms what it does well and where it cannot be trusted, and articulating why the team standardizes on a single approved tool rather than ad-hoc consumer tools.
• Apply structured prompting techniques — role, context, task, constraints, and format, refined across multiple turns — to produce specific, customer-relevant, on-message sales output.
• Use AI to prospect effectively — researching named accounts, building and qualifying open-territory prospect lists against an ideal-customer profile, and prioritizing which accounts to work first.
• Use AI to strengthen outreach, messaging, and call preparation — producing personalized, customer-relevant communications and pre-call briefs that the seller reviews and owns.
• Apply responsible, compliant AI-use and validation practices that keep the team inside its organization's data-handling and acceptable-use expectations, and sustain measured, sponsor-visible adoption over time.

Prerequisites

• Active sales role with current accounts, prospects, or a territory to work (real examples are used in the application half of the day)
• Access to the organization's approved AI assistant on an appropriate paid or business tier, provisioned and signed in before the course begins (see Open Items — the specific tool is selected before delivery)
• A computer with a modern web browser (Chrome, Firefox, Safari, or Edge) and a reliable internet connection
• Familiarity with the team's basic compliance and acceptable-use expectations (the facilitator supplies the specifics via the client policy insert)
• No prior prompting skill or technical background required

Delivery Options

• Live, instructor-led
• Virtual instructor-led