About this session
Salespeople spend a surprising amount of time away from customers. They research accounts, prepare meetings, rewrite outreach, turn notes into CRM updates, build follow-up, organize stakeholder information and reconstruct what happened across a long opportunity.
AI can reduce some of that work, but it can also make poor selling faster if sellers use it to manufacture personalization, invent customer problems or produce large volumes of generic outreach.
This session starts with a different goal: use AI to improve the seller's preparation and decision support without replacing the seller's judgment.
Participants learn how to research an account, identify relevant business context, create prospecting hypotheses and prepare outreach while distinguishing verified information from AI-generated interpretation.
The session then moves into customer conversations and deal work. Participants use AI to prepare discovery questions, organize approved notes, identify unresolved questions, draft follow-up and structure opportunity information.
They examine where AI can challenge a seller's assumptions and where it cannot replace direct customer evidence.
Finally, participants apply AI to opportunity, account and sales-management work. They use it to prepare deal reviews, compare options, organize value evidence, support account planning and reduce repetitive CRM administration.
The objective is not an automated salesperson. It is a seller who has more time and better information for the human work of understanding customers, building trust and making sound commercial decisions.
What your people take away
- Use AI to accelerate account and prospect research while separating verified information from generated assumptions
- Prepare more relevant outreach and meetings without fabricating personalization or customer needs
- Organize meeting notes, follow-up, actions and CRM information with less administrative effort
- Use AI to challenge opportunity assumptions, surface unanswered questions and prepare stronger deal reviews
- Support proposals, account planning and renewal preparation while preserving commercial and customer judgment
- Build repeatable AI-assisted sales practices that improve work quality rather than simply increasing sales activity
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What each length covers
30 minutes
30 Minutes — Key Points: Research & Prepare Without Pretending You Know the CustomerA focused 30-minute session on three key points from Research & Prepare Without Pretending You Know the Customer: build a better account picture, look for relevant sales signals and build a hypothesis — not a fake diagnosis.
- Build a better account picture
- Look for relevant sales signals
- Build a hypothesis — not a fake diagnosis
Covers 3 of 4 points in Research & Prepare Without Pretending You Know the Customer.
60 minutes
Use AI to Sell Better — Not Just FasterA focused introduction to AI-assisted selling. Participants move through account research, meeting preparation, follow-up and opportunity review and identify where AI can reduce effort without weakening customer judgment.
- AI across the sales cycle
- Account research
- Sales signals
- Prospecting hypotheses
- Outreach preparation
- Meeting preparation
- Discovery questions
- Follow-up
- CRM support
- Opportunity review
- AI Sales Planner
- Live Q&A
Covers 1 of 4 parts: Research & Prepare Without Pretending You Know the Customer.
90 minutes
AI Across the Modern Sales CycleThe extended session follows AI use from account research and prospecting preparation through meetings, follow-up, CRM, opportunity review, proposals and account planning.
- Account research
- Prospect research
- Trigger events
- Sales hypotheses
- Personalization
- Outreach drafting
- Discovery preparation
- Meeting preparation
- Meeting notes
- Follow-up
- CRM updates
- Opportunity summaries
- Deal review
- Proposal support
- Account planning
- Renewal preparation
- Call review
- Live Q&A
Covers 2 of 4 parts: Research & Prepare Without Pretending You Know the Customer and Prepare Better Outreach & Customer Conversations.
3 hours
Covers 3 of 4 parts: Research & Prepare Without Pretending You Know the Customer, Prepare Better Outreach & Customer Conversations and Turn Customer Conversations Into Better Sales Work.
Full day
AI for Sales Teams Application LabA hands-on full-day workshop covering all four modules. Participants use AI across realistic sales situations spanning account research, outreach, meeting preparation, follow-up, opportunity review and account planning.
- Module 1 — Research & Prepare Without Pretending You Know the Customer
- Module 2 — Prepare Better Outreach & Customer Conversations
- Module 3 — Turn Customer Conversations Into Better Sales Work
- Module 4 — Use AI to Strengthen Deal & Account Judgment
- Account Research Exercise
- Trigger Verification
- Sales Hypothesis Builder
- Outreach Rewrite
- Discovery Question Builder
- Meeting Preparation Lab
- Scenario Rehearsal
- Meeting Notes Review
- Follow-Up Builder
- CRM Summary Exercise
- Opportunity Gap Review
- Deal Challenge Exercise
- Proposal Evidence Review
- Account Planning Exercise
- Live Q&A
Covers all 4 parts.
Also available as a 4-week or 8-week program, for change that lasts. Ask us about it.
What’s covered
Research & Prepare Without Pretending You Know the Customer
Every length- Build a better account pictureParticipants use AI to help organize legitimate public or approved account information across company activity, industry context, strategic changes, relevant news and other available sources.
- Look for relevant sales signalsAI can help identify potentially relevant trigger events, organizational changes or business themes worth investigating.
- Build a hypothesis — not a fake diagnosisParticipants use AI to generate possible reasons a conversation may be relevant based on legitimate account context.
- Prepare the person as well as the accountParticipants use relevant professional information to understand the stakeholder's likely remit, responsibilities and potential relationship to the issue.
Prepare Better Outreach & Customer Conversations
90 minutes and longer- Use AI to improve the first draftParticipants use AI to create or critique outreach drafts based on approved account context, a clear value hypothesis and the intended next step.
- Prepare questions that move the conversationAI can help sellers generate possible discovery questions around business context, priorities, consequences, current approaches and decision conditions.
- Prepare for the meetingParticipants use AI to turn approved account information into concise meeting preparation covering context, open questions, stakeholder hypotheses, evidence required and possible areas to explore.
- Prepare for alternative directionsParticipants use AI to explore possible customer questions, objections, competitor alternatives or decision concerns before important conversations.
Turn Customer Conversations Into Better Sales Work
3 hours and longer- Organize notes without inventing the meetingWhere employer-approved tools and recording practices allow, participants use AI to help structure meeting notes into themes, questions, actions and decisions.
- Create follow-up that reflects the conversationParticipants use reviewed notes to draft concise follow-up capturing agreed actions, open questions, relevant value and next steps.
- Keep the CRM usefulAI can reduce repetitive entry by converting reviewed notes into proposed CRM updates, opportunity summaries or activity records.
- Identify what you still do not knowParticipants use AI to compare the available opportunity information with the questions required for strong sales judgment and identify missing evidence.
Use AI to Strengthen Deal & Account Judgment
Full day only- Challenge the opportunityParticipants use AI to generate questions about qualification evidence, stakeholder coverage, unresolved risk, next steps and assumptions inside an opportunity.
- Prepare proposals & value materialAI can help structure proposals, executive summaries and customer-specific material from approved evidence and validated customer needs.
- Support account & renewal planningParticipants use AI to organize stakeholder information, delivered value, open issues, relevant account changes and potential questions for account reviews.
- Learn from sales activityParticipants use AI to help review appropriately permissioned calls, messages, opportunity patterns or de-identified sales activity and identify possible coaching questions or recurring patterns.
Tools and materials
- AI Account Research Planner
- Account Evidence Map
- Sales Signal Verification Check
- Prospecting Hypothesis Builder
- AI Outreach Quality Review
- Personalization Integrity Check
- Discovery Question Builder
- Sales Meeting Preparation Planner
- Sales Meeting Review
- AI Follow-Up Builder
- CRM Update Planner
- AI Deal Challenge Guide
- Proposal Evidence Check
- AI Account Planning Canvas
- AI Sales Playbook
Who it’s for
- Sales professionals already using or beginning to use AI across everyday selling work
- Account executives who want stronger research, meeting preparation, follow-up and opportunity review
- Business development and SDR teams using AI to support responsible prospecting preparation
- Strategic account managers applying AI to account research, stakeholder preparation and renewal planning
- Sales managers seeking stronger ways to use AI for deal review and seller development without replacing human coaching
- Sales organizations introducing approved AI tools and wanting practical standards for high-quality AI-assisted selling
How booking works
- Book online. Create a free Workbliss profile, then pay with session credits, by card or by invoice.
- Pick a date. Choose a date at least 14 days ahead, or book now and set the date later.
- Choose your expert. Within 3 working days, we send you profiles of the experts available for your date.
- We deliver it. Your expert is briefed on your people and goals, then runs the session live online or at your site.
Questions about Sharper Selling: Using AI Across Research, Outreach & Deal Work
How long is Sharper Selling: Using AI Across Research, Outreach & Deal Work?
Sharper Selling: Using AI Across Research, Outreach & Deal Work runs as 30 minutes, 60 minutes, 90 minutes, 3 hours or full day. You choose the length when you book. A 30-minute session covers three key points from Research & Prepare Without Pretending You Know the Customer: build a better account picture, look for relevant sales signals and build a hypothesis — not a fake diagnosis. A 60-minute session covers Research & Prepare Without Pretending You Know the Customer in full, with a live Q&A. A 90-minute session adds Prepare Better Outreach & Customer Conversations. A 3-hour session adds Turn Customer Conversations Into Better Sales Work. A full-day session adds Use AI to Strengthen Deal & Account Judgment. It is also available as a 4-week or 8-week program.
Can Sharper Selling: Using AI Across Research, Outreach & Deal Work be delivered online or in person?
Yes, both. It runs live online, so every office can join at the same time, or in person at your site, in any country.
How do we book Sharper Selling: Using AI Across Research, Outreach & Deal Work?
Create a free Workbliss profile with your work email, then open Sharper Selling: Using AI Across Research, Outreach & Deal Work to see the price for each length and book it. You can pay with session credits, by card or by invoice, and choose a date at least 14 days ahead, or set it later.
Who leads the session?
A vetted Workbliss expert, briefed on your people, culture and goals before the session. After you book, we send you profiles of the experts available for your date within 3 working days, so you can choose who leads it.
Can it be tailored to our company?
Yes. Every session is shaped around your goals, your people and the benefits you already offer, and delivered by experts in your people’s languages.