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 Duration 14 hours

Course Outline

Module 1: Introduction to AI in Sales

  • Defining AI and its impact on the commercial sector
  • Essential AI tools and concepts for sales teams
  • Practical examples: identifying immediate value of AI in sales processes

Module 2: Enhancing Productivity with AI Tools

  • Automating daily administrative and communication duties
  • Leveraging AI assistants and chatbots for internal and external engagement
  • Templates and prompt structures for standard sales communications and follow-ups

Module 3: Data Preparation and Market Intelligence

  • Organizing sales and market data for analysis (cleaning, enrichment, and integration)
  • Utilizing Excel and ChatGPT to derive insights and consolidate qualitative data
  • Getting started with Power BI for linking datasets and creating rapid reports

Module 4: Predictive Analytics for Sales and Market Trends

  • Basic forecasting techniques and their application to short-term demand (1–4 weeks)
  • Applying Excel’s native forecasting and AI-assisted capabilities
  • Interpreting model results and conveying uncertainty to stakeholders

Module 5: Route to Market and Competitive Analysis

  • Leveraging AI for competitive intelligence and market surveillance
  • Segmenting customers and prioritizing accounts using AI-driven heuristics
  • Practical case: identifying competitive keywords, positioning strategies, and opportunity signals

Module 6: Creating Dashboards and Visual Reports

  • Design principles for effective sales and market dashboards
  • Practical application: building Power BI visuals for sales KPIs, pipeline status, and market trends
  • Incorporating narrative insights through AI-generated summaries and highlights

Module 7: Real-World Applications and Case Studies

  • Practical examples from major enterprises and SMEs
  • Discussion: mapping similar strategies to participants’ businesses
  • Group activity: adapting a case study to your operational environment

Module 8: Practical Session — Developing a Basic Workflow

  • Guided practice with ChatGPT, Excel (AI features), and Power BI using a sample dataset
  • End-to-end exercise: data ingestion → insight generation → dashboard creation → action checklist
  • Workflow presentations and peer feedback

Module 9: Implementation and Future Steps

  • Checklist for rolling out AI workflows in sales teams (data, roles, governance)
  • Quick-start templates, prompts, and dashboard packs for participant reuse
  • Roadmap for scaling AI-enhanced sales practices and measuring impact

Requirements

  • Understanding of fundamental sales and marketing concepts
  • Proficiency in using Excel or spreadsheet software for data tasks
  • Basic familiarity with dashboards or reporting tools is beneficial but not mandatory

Target Audience

  • Sales professionals and account managers
  • Marketing analysts and business development personnel
  • Product managers, commercial strategists, and key decision-makers

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