Course overview

Identify, automate, and win more deals with the support of AI

This course is not about teaching a specific sales tool or a ready-made workflow. It is about helping participants understand where AI actually creates value in their own sales process.
Since sales work differs between organizations, the course focuses on how to think, how to identify the right opportunities, and how to use AI to free up time for what actually wins business: the relationship, timing, and understanding of the customer.
The course can be offered as a one-day or two-day arrangement. The areas covered are the same, but in a two-day format there is more room for in-depth study, more exercises and more work with the participants’ own cases.

The course can be delivered as a business course in one or two days.

Also check out our courses in data, cloud and AI to develop your knowledge in data analytics, cloud computing and artificial intelligence.

Course Objective

What you will take with you:

A framework for identifying where AI creates the most benefit in your particular sales process
Understanding of how data, processes and measurement are connected in sales work
Practical experience of how AI can be used in prospecting, communication and reporting
Tools to create better first drafts faster, without losing relevance
A clearer picture of how an AI-supported sales process can be built
Concrete next steps tailored to your role and your organization

Target Group

Sales managers, salespeople, business developers and growth managers who want to work smarter with AI in their sales work.

Prerequisites

No special prior knowledge is required.

Certification

This course does not have any associated certification. Each participant who completes the course receives a course certificate.

Trainer

This course is conducted by experienced trainers and consultants from one of Informator’s partners.

More about the course

The training covers the following areas:

How AI is changing sales

What AI is actually changing in sales, and what remains human
How sales work is affected by increased automation and better decision support
Where in the process AI can enhance, relieve or streamline
How to distinguish between hype and real benefit

Get control of data, processes and measurement

How to look at your sales process with new eyes
How to identify bottlenecks, repetitive work and lost time
How AI can be used to structure, analyze, and understand pipeline and process
How measurement and follow-up help to prioritize correctly

Exploration and research

How AI can support research, segmentation and qualification
How to work smarter with prospecting data
What can be streamlined and what still requires human judgment
How to use AI without losing accuracy

Communication, drafts and customer dialogues

How to Produce Stronger First Draft Faster
How AI can be used in sales emails, victim support, and other customer communications
How to Personalize at Scale Without Sounding Like a Bot
What you should own yourself, and what AI can help with

Follow-up, reporting and analysis

How AI can be used for sales reporting and easier analysis
How to identify patterns and signals in your pipeline
How to build simpler AI-supported ways of working for follow-up
How to go from manual follow-up to smarter flows

From insight to movement

The difference between using AI on a point-by-point basis and building a more structured way of working
Common pitfalls when AI is used in sales
How a sales organization can start scaling what works
What the next steps are usually relevant after the course

Frequently asked questions about AI in sales

What can AI actually do in a sales process?
AI can support with exploration and segmentation, produce first drafts of communication, analyze pipeline data and automate parts of follow-up. What AI does not replace is the relationship, timing and understanding of the customer – these are still human strengths.

What’s the difference between using AI on a point-by-point basis and building an AI-supported way of working?
Using AI on a point-by-point basis means that individual salespeople test tools when it suits them. A structured way of working means that AI is built into the process – in prospecting, communication and follow-up – in a way that scales and works even when staff are replaced.

How do you avoid AI-generated sales communication feeling generic?
By always letting a human own what is important: what is relevant to this particular customer, why now and what you want to achieve with the dialogue. AI handles the draft – the salesperson handles the relevance.

Will AI replace salespeople?
No, but it changes what salespeople spend their time on. Repetitive work is automated, freeing up more time for what actually determines business: the meeting with the customer.

Course overview

1 day

Basic

Can’t find a (suitable) date, but are interested in the course? Send in an expression of interest and we will do what we can to get an opportunity that suits.

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Allmänna Villkor.

Company-adapted course

The course can be adapted from several perspectives:

Content and focus area
Scope of application
Structure

In collaboration with the course leader, we make sure that the course meets your wishes