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Quick Look Course Summary:AI for Sales Teams (1 day)
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Length: 1 day(s)
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Price (at your venue): 1 Person R 5,654 EX VAT 3 Person R 3,982 EX VAT 10 Person R 2,940 EX VAT
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Certification Type:Non-Accredited
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Locations & Venues: Off-site or in-house. We train in all major city centres throughout South Africa.
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AI for Sales Teams (1 day)
Sales teams spend less time writing and more time selling, with AI-assisted research, outreach and proposals that are accurate and on brand.
Sales reps spend a large part of the week away from customers: researching accounts, writing outreach and follow-ups, building proposals and updating the CRM. AI can take much of that load – but used carelessly it produces generic messages buyers delete, proposals with invented figures, and outreach that breaks POPIA's direct marketing rules. This practical AI for sales training shows teams how to use AI across the whole sales cycle and still sound like themselves.
Delegates work on real sales scenarios. They build account research briefs on prospects, draft personalised emails and LinkedIn messages for different industries and roles, prepare discovery calls and practise objection handling with AI as the buyer, turn call notes into CRM-ready updates, and turn a discovery summary into a first-draft proposal. Sales managers learn to use AI on pipeline data to surface stalled and at-risk deals.
The day closes with selling responsibly: fact-checking claims, prices and figures before anything reaches a buyer, POPIA's consent rules for electronic direct marketing, customer data in AI tools, and a shared prompt library so the whole team works to one standard.
Why this course
For your organisation
- More selling time per rep each week
- Personalised outreach at scale without generic, copy-paste messages
- Faster proposals with no invented figures or wrong pricing
- Pipeline reviews based on CRM data rather than gut feel
- Outreach practices that respect POPIA's direct marketing rules
For your delegates
- Prompts for research, outreach, proposals and follow-ups you can use the next day
- Objection-handling practice with AI playing the buyer
- A fact-check routine for anything that goes to a client
- A shared prompt library for the team
What delegates will be able to do
- Build an account research brief on a prospect: company news, role context and likely buying triggers
- Draft personalised cold emails and LinkedIn messages tailored to industry, role and pain point
- Prepare a discovery call and practise objection handling with AI as the buyer
- Turn call notes and email threads into next steps and CRM-ready updates
- Turn a discovery summary into a first-draft proposal, then tighten it into a client-ready document
- Use AI on pipeline data to surface stalled deals, at-risk opportunities and next actions
- Fact-check AI drafts for invented figures, wrong pricing and off-brand claims
- Apply POPIA's rules on consent and customer data to AI-assisted outreach
Who should attend
Sales representatives, account managers, business development staff, inside sales and sales support teams, and sales managers who want their teams to sell faster and better with AI. No technical background is needed. Sales managers get extra value from the pipeline and team-standards sessions.
Course outline
Day 1 – AI across the sales cycle
AI across the sales cycle
- Where AI helps from prospecting to close, and where the rep must lead
- Tools: ChatGPT, Copilot, Gemini and AI features in CRMs such as Salesforce, HubSpot and Dynamics 365
- Selling with AI without sounding like a robot
- Your team's starting point
Prospect research and targeting
- Account research briefs: company news, role context and buying triggers
- Targeted prospect lists from your ideal customer profile
- Checking what AI says about a company before you use it
- Hands-on: a research brief on a real prospect
Personalised outreach
- Cold emails and LinkedIn messages tailored to industry, role and pain point
- Follow-up sequences that reference the last conversation
- POPIA and electronic direct marketing: consent and existing customers, as general guidance and not legal advice
- Avoiding the copy-paste tell
Call preparation and objection handling
- Discovery call plans and question sets
- Role-playing objections with AI as the buyer
- Call notes turned into next steps and CRM-ready updates
- Competitor comparisons and battle cards
Proposals, quotes and pipeline
- A discovery summary turned into a first-draft proposal
- Checking pricing, figures and claims before a proposal goes out
- Pipeline reviews: stalled and at-risk deals from CRM data
- Forecast commentary for sales managers
Responsible selling and team standards
- Honest claims and accurate product information in AI-assisted copy
- Customer and prospect data in AI tools: what may go in and what may not
- A shared prompt library for prospecting, outreach and proposals
- Personal action plan
How it is delivered
One day, 08:30-16:00. In person at your offices anywhere in South Africa, at a BOTI venue, or live online. One delegate or a group of up to 20. Delegates practise on laptops with internet access and the AI tools your organisation allows; laptops can be supplied on request. Exercises can use your own products, target markets and proposal templates. Workbook and sales prompt library included. We deliver it at your offices in Johannesburg, Pretoria, Durban, Cape Town and anywhere else in South Africa, at a BOTI venue in Johannesburg, or live online for teams in different places.
What our clients say
“The training was very informative and practical, leaving our employees feeling confident in their ability to leverage Excel more effectively.”
“The training courses were efficiently scheduled and planned around our timetable. We were impressed by the quality of training. I look forward to working with Business Optimization Training Institute in the future.”
“We were particularly impressed by the quality of facilitation and the practical relevance of the content presented. The programme was delivered with professionalism, clarity, and a strong emphasis on real-world application.”
Frequently asked questions
Can the exercises use our own products and customers?
Yes. Send us your product information, target industries and a proposal template beforehand, and the exercises use them. We avoid real customer personal information in the room.
Can you run this course at our offices?
Yes. We train at your premises anywhere in South Africa, at a BOTI venue, or live online.
How many people can attend?
From one delegate to groups of 20. The price per delegate drops as the group grows – see the price table, or ask us for a quote.
Is it accredited?
No – it is a non-accredited short course, and delegates receive a BOTI certificate of attendance.
Does it cover our CRM?
The course works with any CRM. If your CRM has AI features switched on, tell us which one and the facilitator includes them in the pipeline session.
Can you run this course in Johannesburg, Cape Town or Durban?
Yes. We train on site at your offices in Johannesburg, Pretoria, Durban, Cape Town and across South Africa, at a BOTI venue in Johannesburg, or live online so a team spread over several offices can attend together.
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