AI-Enabled Prospecting and Qualification

This unit bridges human selling skills and AI capabilities to build a predictable top-of-funnel: prospecting, discovery, qualifying, territory mapping, and early-stage closing. Students learn to combine intuition and research with AI tools to create targeted lists, craft messaging, score opportunities, and responsibly deploy automation while recognizing AI limitations.

Learning Objectives

• Analyze prospect and territory data to identify high-value segments and prioritize outreach using both human research and AI-generated insights
• Apply AI-assisted techniques to design targeted lists, craft tailored messaging, and execute multi-channel prospecting campaigns
• Demonstrate qualification and early-closing workflows by using predictive scoring, real-situation questioning, and automated assistants while maintaining ethical and human-centric judgment
• Evaluate data sources, AI outputs, and conversational tone to refine messaging, troubleshoot failures (tone-deaf or irrelevant responses), and improve response rates