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Description

Sales Optimisation with AI: Prospect, Prepare and Follow Up Faster

Putting artificial intelligence to work on productive selling time without weakening the quality of the relationship

  • 2 days — 14 h
  • In-person or virtual
  • Foundation
  • Up to 6 participants

Artificial intelligence tools have reached sales teams without any instruction manual. Some people produce interchangeable prospecting messages that never get a reply, while others remain wary and keep writing their call reports late in the evening. Selling time is no better used for it.

These two days start from the sales cycle. Participants identify the stages where AI genuinely saves time, learn to frame precise requests, prepare a client meeting from verified information and automate call reports and follow-ups. Client data confidentiality is addressed throughout the session.

Learning objectives

  • Identify the stages of the sales cycle where AI delivers a measurable time saving
  • Frame precise requests to obtain usable results
  • Prepare a client meeting from cross-checked and verified information
  • Personalise prospecting messages without producing interchangeable content
  • Automate the drafting of call reports and the updating of the client database
  • Apply confidentiality rules to the client data used

What makes this programme different

Participants work on their own portfolio rather than on generic examples
Every AI output is fact-checked before any commercial use
A library of standard prompts is built by the group and shared after the session

Programme

1AI Across the Sales Cycle

Placing the tool where it actually makes a difference

  • Overview of generative AI uses in sales
  • Stages of the sales cycle where the time saving is real
  • Known limitations of the models and the risk of inaccurate statements
  • Confidentiality rules applicable to client data
  • Alignment with the client database and existing tools

2Prospecting and Qualification

Target better before writing to everyone

  • Researching and structuring information on a target account
  • Building prioritisation criteria for prospects
  • Writing personalised messages based on verified inputs
  • Adapting the same message to different stakeholder profiles
  • Detecting buying signals in exchanges

3Preparing and Conducting the Meeting

Arrive informed and leave with a call report

  • Summarising a client file ahead of a meeting
  • Preparing questions and anticipating objections
  • Simulating objections to rehearse before the meeting
  • Producing the call report and action points from raw notes
  • Updating the client database without double entry

4Follow-Up, Forecasting and Rules of Use

Embedding the practice over time

  • Follow-up sequences matched to the stage of the opportunity
  • Portfolio analysis and preparation of the pipeline review
  • Drafting proposals from a well-controlled template
  • Shared rules of use within the sales team
  • Measuring the time savings achieved

Who is it for

Sales representatives, account managers, sales managers, sales support staff and customer relations managers who wish to embed generative AI in their day-to-day practice.

Prerequisites

Regular practice in a sales role and routine use of standard computer tools

Dates & locations

36 scheduled dates between November 2026 and December 2027. Seats are confirmed in the order enquiries are received.

November 2026

December 2026

January 2027

February 2027

March 2027

April 2027

May 2027

June 2027

September 2027

October 2027

November 2027

December 2027

None of these dates suit you? We open additional sessions on request, and any programme can be run privately for your team.

Practical details

Before the programme
Online positioning questionnaire. Your development objectives are shared with the trainer, who tailors the practical case studies to your context.
Teaching methods
Theoretical input, workshops and practical case studies. Digital course materials and method sheets provided.
Assessment
Multiple-choice tests and role-play exercises. Assessment of learning at the start and end of the programme, with immediate and 60-day follow-up evaluations.
After the programme
One year of access to the e-learning platform. Self-assessment of the skills acquired and a 30-day follow-up session with your trainer.
How to register
Registration online or on the basis of a quotation.
Lead time
11 working days after confirmation of registration.
Accessibility
Accessible to people of determination. Contact our accessibility coordinator to design a suitable solution: contact@mpf-academy.ae
Start dates
Rolling intake: in addition to the scheduled sessions, this programme can start on request.