Foundations of AI-Driven Sales

This unit establishes the mindset, ethics, and foundational skills needed to integrate AI into professional sales. Students will learn the AI “edge,” time and prioritization strategies, human-centered writing and editing with AI, and the basics of prospecting and discovery to prepare for applied tool use in subsequent units.

Learning Objectives

• Analyze the strategic implications of AI for professional sales by summarizing the AI edge, common promises and pitfalls, and how AI reshapes seller-customer dynamics
• Apply time-management and prioritization techniques (e.g., ruthless prioritization, time blocking, defining prime selling time, and ROI-focused task selection) to produce a two-week selling schedule that maximizes selling activities
• Demonstrate human-centered communication by producing and revising personalized prospecting messages using AI as an editor while preserving authentic voice and avoiding manipulative tactics (submit three channel-specific examples)
• Design an ethical, AI-enhanced prospecting plan that includes an Ideal Customer Profile, multi-step outreach sequences, tool selection rationale, and a disclosure/disclaimer approach to manage complexity and measure effectiveness